This is the second of a three part series of tips compiled by Sales Benchmark Index's CEO, Greg Alexander. Sales Benchmark Index is a professional services firm focused exclusively on sales force effectiveness. SBI generates results for clients by applying the benchmarking method to sales problems

1. Website Email Phone
www.salesbenchmarkindex.com info@salesbenchmarkindex.com 1-888-556-7338
Tips for Sales Leaders from the Sales
Consulting Industry
Part II

2. Single purpose roles…
…are outperforming multi-purpose sales roles.
2
2

3. Centralized lead generation…
…outperforms decentralized
lead generation.
3 3

4. Too many sales
people will make
the CFO unhappy.
Too few
salespeople will
make the CEO
unhappy.
4
4

5. Knowing how to do something is more
5 important than knowing what to do.
5

6. Making decisions with your gut no
longer makes sense. There’s lots of
data at your fingertips.
6
6

7. ¾ of selling costs are labor costs.
7
Get sales force sizing correct. 7

8. Learn your customers’ meeting
preferences -
Face to face… Over the phone…
8 …or web based. 8

9. Mystery shop your competitors.
How do they sell? 9
9

10. Make sure that your best reps are
on your best accounts.
#1 #1
10
10

11. Don’t buy software (CRM, Marketing
Automation)
until you have a process defined.
11
11

12. SFDC Your
works sales
for your team
sales does not
team. work for
SFDC.
12
12

13. Leading indicators are better than
lagging indicators.
Which one are you looking at?
13
13

14. McKinsey says ¾ of Solution
Selling roll outs have failed.
14 It no longer works 14

15. Garbage in, garbage out.
Don’t let
your reps
pollute your
data.
15
15

16. Forecasting without a sales process is
like building a house without a
blueprint.
16 16

17. Only the buyer can move
from one stage to the next in
a sales methodology.
A rep cannot.
17
17

18. Learn More
Contact us to hear the rest of the story...
Email - info@salesbenchmarkindex.com
Phone - 1-888-556-7338
Web: http://www.salesbenchmarkindex.com
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