Top 10 issues in sales today

Top 10 lists have to be the ultimate way to write for the web. This list is the result of a survey of sales professionals published at Customerthink.com.

1. It is all about revenue


2. Sales are working harder for the same or less return


3. Dismal pipeline analysis/forecasting is demanding new accountability


4. ”No decision” is more often the single biggest competitor


5. Sales effectiveness is a key strategy for optimizing performance


6. The quality of sales people is far higher than it was a few years ago.


7. CSOs are reasserting themselves in their demands for activity and pipeline reporting and adherence to sales processes—improving process is gaining steam.


8. The adoption of Customer Relationship Management (CRM) technology is again on the rise, though results of its use are mixed.


9. The fourth part of the sales equation is becoming sales knowledge management. The idea of leveraging people, process, and technology has been bantered around for a decade or more now.


10. The status quo is not an option. Selling like we did five or ten years ago will not meet the demands of the marketplace today.

Top 10 Trends in the Move Toward Sales Excellence [Top 10]