Published on the 13/10/2016 | Written by CSO Insights
The Sales Relationship/Process matrix (SRP) is a proven method to measure and improve sales performance…
Research outfit CSO Insights first presented the Sales Relationship/Process (SRP) Matrix (see Figure 1) in 2007 and has been tracking its key metrics for the past eight years. The SRP Matrix serves as a framework for firms to quickly identify the maturity of their current sales operations and provides a guide to the relationship and process changes they need to implement to remain competitive going forward. As it turns out, elevating their position along each dimension is not simply a “nice idea” or a good thing for firms to do; the data clearly and consistently supports the importance of firms doing so to achieve higher sales performance levels. We’ve defined three Performance Levels based on four key metrics: These Performance Levels play out across the SRP Matrix. This paper was prepared by CSO Insights in association with Microsoft. Kiwi companies can take some easy steps to get on the path toward digital transformation [Register to download]… At Microsoft’s Partner Awards held earlier this year the company confirmed that it sees Dynamics as a core growth pillar for the New Zealand business over the next three years… Mobilising management is the key objective of IT investment plans for 2013 says iStart’s annual investment survey. The mid-market is investing in mobile business intelligence while small business is doing more with less in the cloud. Customer relationships have never been more important, but how well are you managing yours?…
Download the complete whitepaper – How to elevate sales team performance
[no registration required]FURTHER READING
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2013 iStart ICT Investment Intentions Survey
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