LEAD

Are Sales Costs Killing You Softly?

Chart of activities that affect sales productivity.
Advertisement

Sales revenues are growing faster than sales expenses in 75% of the companies surveyed by Learning International, a training and business-research company in Stamford, Conn. But sales expenses are up in five out of six companies. The average increase in expenses over the past few years: 16.2%. Yet sales executives ranked "expense control" relatively low on a list of activities that affect sales productivity.

* * *

What activities affect sales productivity?
(by % of sales executives who claim activity has "major impact")


BUILDING LONG-TERM RELATIONSHIPS WITH CUSTOMERS96%Selling effectively against the competition90%Maintaining high morale among salespeople


87%Controlling expenses within the sales department46%Running incentive programs that reward particular efforts


39%Dealing with personal problems among employees33%

Source: "Sales Productivity in the 1990s," a survey of 300 sales executives, 76% with 99 or fewer salespeople. Learning International, Stamford, Conn., 1991.

* * *
Last updated: Apr 1, 1992




Register on Inc.com today to get full access to:
All articles  |  Magazine archives | Livestream events | Comments
EMAIL
PASSWORD
EMAIL
FIRST NAME
LAST NAME
EMAIL
PASSWORD

Or sign up using: