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Feature Article
(Source:
CRM Daily
)
2009-Era Sales Needs 2009-Era CRM
CRM today has capabilities to optimize prospect research, lead generation and nurturing, sales collateral management, sales team collaboration, pipeline optimization, etc. -- and successful companies have figured out how to leverage those capabilities to solve the efficiency and effectiveness challenges their sales organizations face.
Last year was perhaps the most challenging one many companies have ever experienced. In light of that, how is 2009 shaping up? The preliminary results of CSO Insights' 15th annual Sales Optimization Study clearly show the performance bar being raised yet again.
Surveying over 1,700 companies worldwide regarding how their 2009 revenue targets will compare to 2008's, we found the following: For 2008, according to our new study data, less than 59 percent of all reps made quota. We are starting a new year where there's no clear end to the economic challenges, and yet, as seen in the chart at right, 95 percent of the firms surveyed are expecting more revenues from their sales teams (in many cases a lot more).
Read the entire
CRM Daily
article.
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