Earlier in February, the authors reached out and conducted briefings with the senior executives from a number of Cloud solutions providers to gain insight into how they organizing and managing the sales process, as well as some of the key means that they are using to monitor and motivate their sales teams. These in-depth briefings yielded clear patterns and insights in regard to:
- Sales Organization - New Customers vs. Renewals and Up-selling - Channel Partnerships - Length of Sales Cycle - Conversion Rates: Lead/Prospect/Close - Sales Quotas and Attainment
While the results of our research addressed a limited sample, the executives that we spoke to were all from leading SaaS and Cloud solutions companies and their current practices present a clear picture of some of the key issues that sales organizations must address.
