According to Alexander Group’s Sales Pulse Survey, sales executives are being challenged to grow the top line by 6% in 2011 without increasing their investment in sales resources. They will need to get more yield from their current levels of investment. Like any other investment, if sales executives need to produce more yield, they know they will need to manage their portfolio differently. Recent comments at a Chief Sales Executive Summit offer insight into how several top sales executives are approaching this challenge:
Gutsy moves to weed out under-performers, upgrade selling talent, invest in new processes and training for line managers are what these executives are counting on to deliver the numbers in 2011.
Learn more about AGI’s findings.