Sales Leaders’ Priorities for 2012 – Survey Results


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The Alexander Group does an annual survey of sales leaders’ growth plans + tactics in conjunction with its Chief Sales Executives Forum. Amongst their findings for 2012:

  • Sales leaders expect their firms’ growth to outpace economic growth in 2012
  • They also expect growth goals to be harder to achieve than last year
  • Hi growth firms are investing to enrich their sales processes
  • They expect growth to occur via customer focused value selling.
  • They’re not leaving these tactics to chance. They’re investing in sales tools
    that deliver more buyer value via better problem solving expertise on the front-lines of sales
  • Hi growth firms are almost 2x as likely to be investing in sales
  • There’s an expectation of sales productivity gains. Budget + headcount growth trails revenue growth goals.
  • For hi growth firms, new business acquisition is the key tactic to achieving growth goals (see chart below)

SOURCE: Alexander Group, 2012 Sales Pulse Survey Results

Republished with author's permission from original post.

John Cousineau
As President of innovative information Inc., John is leading efforts to improve B2B sales productivity via innovative uses of technologies and information. Amacus, his company's patents pending sales software, is one of his vehicles for doing so. Amacus triggers sales performance by showing Reps what they're achieving from what they're doing, based on buyer actions. John's spent over 35 years harnessing information in ways that accelerate business productivity.


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