Level Five is proud to offer this selection of links, reports and whitepapers to help you succeed in boosting sales performance. This library will continue to grow, so check back often
All papers below are saved in Adobe Acrobat (pdf) format
Sales Strategy
Sales Performance Optimisation
This report presents the summarized findings of SPI’s 14th annual sales efiectiveness study. Once again this year, they have focused on assessing the specific challenges that today’s sales teams are facing, why these problems exist, and what companies are doing in order to overcome these issues and optimize their sales performance.
Sales Process
What today’s Sales Managers need to contend with
Performance Improvement Services Datasheet
Increase SFA Adoption With Sales Process Mapping
Increasing sales force automation adoption begins with institutionalizing sales processes in advance of technology deployment. Sales process mapping identifies the data, actions and output for each role, and the metrics.
Technology Can Accelerate the Key Elements of Sales Productivity
To achieve growth, sales executives must transform organizational structures, people and skills, incentives, business processes and tools. Understanding and implementing the available technology can “supercharge” these efforts.
Sales Performance Improvement Framework
Why you’re not achieving optimal revenue growth
Selling Skills
Refocusing the sales force to cross-sell
Many salespeople resist cross-selling, so management must address their misgivings head on and convince them of its benefits
Leadership and Sales Management
The Ultimately Accountable Job: Leading Today’s Sales Organisation
New demands from customers, rivals, the CEO, and the sales organisation itself are changing what it takes to succeed as head of sales.
What today’s Sales Managers need to contend with
The CEO hits the Road (and other Sales Tales)
Building a World-Class Sales Force
Many leading organizations have launched efforts to achieve “world-class sales.” But what exactly does it mean to have a world-class sales organization? And have your salespeople achieved that level?
Sales Performance Improvement Framework
Why you’re not achieving optimal revenue growthFixing the Fatal Flaws of Your Sales Force
Whilst induction programs for sales personnel exist in approximately 45 % of companies we have audited, they are less often followed in a disciplined manner and of the 45%, less than half possess what we would view as a comprehensive sales induction and orientation process.
Sales Training
Is Sales Training a Waste? Why training programs may not affect outcomes
Sales Training Initiatives Target Improved Skills and Results
The move toward using business, not technology, as the fulcrum of the sales conversation is one of the most significant shifts affecting IT services companies today. In conjunction with the shift in emphasis, there is another shift of decision making for IT solutions from the IT department to business units and the executive team. Selling to these new buyer audiences and tailoring the sales message on business requirements demand a different set of selling skills.
16 Critical Questions to ask before investing in Sales Training
2007 Industry Report
Training magazine’s exclusive analysis of the U.S. training industry.
Vendor Evaluation: Three Years of Lessons
ES research Group has been helping end-users evaluate and select sales performance improvement methods ad technologies. This ESR/Insight brief summarises their findings.
SPI receives award for Top Sales Methodology Training Company
Sales Recruiting and Talent Management
Fixing the Fatal Flaws of Your Sales Force
Whilst induction programs for sales personnel exist in approximately 45 % of companies we have audited, they are less often followed in a disciplined manner and of the 45%, less than half possess what we would view as a comprehensive sales induction and orientation process.
Building a World-Class Sales Force
Many leading organizations have launched efforts to achieve “world-class sales.” But what exactly does it mean to have a world-class sales organization? And have your salespeople achieved that level?
Sales Productivity and Performance Management
Fixing the Fatal Flaws of Your Sales Force
What today’s Sales Managers need to contend with
Technology Can Accelerate the Key Elements of Sales Productivity
To achieve growth, sales executives must transform organizational structures, people and skills, incentives, business processes and tools. Understanding and implementing the available technology can “supercharge” these efforts.
Solving the Solutions Problem
Companies can earn higher margins or increased revenues by selling integrated offerings—if they don’t merely bundle their products.
Change Management
Organisation Structure and Design
Match your sales force structure to your business life cycle
Can you cut your way to your sales target next year?
Solving the Solutions Problem
Companies can earn higher margins or increased revenues by selling integrated offerings—if they don’t merely bundle their products.
Sales Force Automation and CRM
What today’s Sales Managers need to contend with
Increase SFA Adoption With Sales Process Mapping
Increasing sales force automation adoption begins with institutionalizing sales processes in advance of technology deployment. Sales process mapping identifies the data, actions and output for each role, and the metrics.
Sales Performance Optimisation: Survey Results and Analysis
This report presents the summarized findings of SPI’s 14th annual sales efiectiveness study. Once again this year, they have focused on assessing the specific challenges that today’s sales teams are facing, why these problems exist, and what companies are doing in order to overcome these issues and optimize their sales performance.
Solution Selling
From Product-Centric to Solution-Centric
Transforming Your Revenue Growth Engine For Sustained Growth
Sales Performance Improvement Framework
Why you’re not achieving optimal revenue growth
Solving the Solutions Problem
Companies can earn higher margins or increased revenues by selling integrated offerings—if they don’t merely bundle their products.
The Evolving Role of the CMO
Many chief marketers still have narrowly defined roles that emphasize advertising, brand management and market research. They will have to spread their wings.
Sales & Marketing Alignment and Integration
The Evolving Role of the CMO
Many chief marketers still have narrowly defined roles that emphasize advertising, brand management and market research. They will have to spread their wings.
Sales Performance Optimisation: Survey Results and Analysis
This report presents the summarized findings of SPI’s 14th annual sales efiectiveness study. Once again this year, they have focused on assessing the specific challenges that today’s sales teams are facing, why these problems exist, and what companies are doing in order to overcome these issues and optimize their sales performance.
From Product-Centric to Solution-Centric
Transforming Your Revenue Growth Engine For Sustained Growth
Sales Performance Improvement Framework
Why you’re not achieving optimal revenue growth
Customer Contact Centres
