Make the Number: How Sales Leaders are Allocating People, Money and Time in 2013

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This year Sales Benchmark Index is presenting their research findings in a global tour, "Make the Number: How Your Peers are Allocating People, Money, and Time in 2013".

Make The Number Sales Research
In response to the changing B2B buying process, sales and marketing leaders are planning to reallocate where they deploy their people, where they invest their dollars, and how they spend their time in 2013.

Sales Benchmark Index today announced the schedule of their annual research tour. This year’s event, “Make the Number: How Your Peers are Allocating People, Money and Time in 2013”, will run from July through October 2012. SBI will release the results of their 6th annual Sales Benchmarking study, during which they analyzed over 12,000 buyers, 10,000 sales reps, 4,500 sales managers, and 1,100 sales metrics.

Topics in this year’s study include:

•How B2B buyers want to be called on
•Buying process maps
•Incentive compensation
•Lead generation
•Sales methodologies
•Hiring profiles
•Selling time vs. non-selling time

"Going into 2013 the buyer has evolved at a pace faster than the seller and sales forces need to play catch up”, noted Greg Alexander, CEO of Sales Benchmark Index. "The buying process has been permanently altered due to technology. This requires sales leaders to reallocate their resources and put their teams in a position to succeed. For example, over 50% of the buying process happens with no sales rep present. The buyer is educating himself in a self -directed way. By the time the buyer engages with a sales rep, they are close to making a decision. Yet, many sales people are unaware of this and force the buyer to sit through discovery meetings because this is what they have been trained to do. The buyer has no patience for this and disengages. Sales organizations that don’t recognize that the buying process has changed for good will miss the 2013 revenue number.”

The 2013 Sales Benchmarking study analyzed sales organizations across dozens of metrics and found that many companies intend to increase their investments in their sales teams in response to CEO’s search for top line revenue expansion. Head count budgets are expected to increase, demand generation spend is forecasted to double, sales training efforts are on the rise, and target compensation for sales reps is expected to increase.

This year Sales Benchmark Index is presenting their study findings in a global tour. SBI researchers are traveling to company headquarters and reviewing the 7 best practices directly with sales leaders. The sessions are at no cost to the participating companies for the tour has been sponsored by the firm’s publisher. Company executives learn how their sales strategy for 2013 compares to best practices by participating in these interactive sessions. For those that are interested in scheduling a visit from SBI researchers you'll find registration information at

About Sales Benchmark Index:

Sales Benchmark Index provides sales consulting services to leading organizations across the private and public sectors. These companies are seeking to increase their rate of revenue growth. Unlike traditional sales improvement approaches, such as software implementations or skills training, we offer superior value because we rely on the benchmarking method to deliver results. This method of sales consulting allows for results to be delivered quickly with little organizational disruption. This is accomplished through the use of best-in-class diagnostic tools and solutions that are supported with verifiable proof. Each project is executed by the most experienced team of advisors in the industry.

For more information on this research go to:
Contact Christina Dieckmeyer for more information at
Christina.dieckmeyer(at)salesbenchmarkindex(dot)com or 317-750-7443.

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