Abstract
This IDC study discusses the results of a series of interviews and extended
exploration sessions with sales and sales operations management at the leading
technology companies. The analysis provides a detailed evaluation of
share-of-wallet (SOW) best practices, highlights critical success factors, and
provides a road map for companies wishing to improve their sales productivity.
"Share of wallet has moved from a field-based sales tool employed by reps prior
to a sale to informally scope the size of an opportunity to a corporate
function required by large companies today to properly identify and target
opportunities across geographic and business unit boundaries in large accounts.
It' s a particularly important tool for any company with a diverse product
offering, where the existing relationship can be leveraged to build opportunity
for new products and services." - Lee Levitt, director, Sales Executive Practice
View Cart
