- More than half of respondents said their sales forces spend 50 percent or less of its time actually selling. Furthermore nearly three-fourths said their sales forces spent 50 percent or less of its time in direct contact with customers.
- Top three strategies for growth: Introducing new products or product extensions (45 percent); reorganizing the sales organization (39 percent); changing the focus on customer or market segments (35 percent). That said, exactly one-third said they had “high confidence” in their companies reaching their growth goals in 2007.
- Greatest customer demands: Companies are strained to offer “new products at reduced prices,” and to follow up on those offerings with “better service.” Further, more than a third (34.7 percent) said they were just “somewhat prepared” to deliver on those customer demands.
The findings of the study will be highlighted in the May edition of Sales & Marketing Management magazine. For more informatin on the survey results please contact Mark Donnolo at MarketBridge firstname.lastname@example.org.