Best Practices in Sales Performance Improvement: Implementing Share-of-Wallet Processes

Table of Contents

• Table of Contents
• IDC Opinion
• In This Study
  • Methodology
    • About IDC' s Sales Leadership Board
• Situation Overview
  • Introduction
  • Quality Data
    • Reliable Customer Information
    • Solving the Data Challenge
      • Best Practice: Centralized SOW
      • Table: Dun & Bradstreet Eight-Level WorldBase Business Relationship Hierarchy
      • Figure: WorldBase Sample Hierarchy
    • A Cautionary Note on the D-U-N-S Number
      • Best Practice: Include Data Experts on the SOW Team
      • Best Practice: Focus on Your Top Customers
  • Repeatable SOW Processes
    • The SOW Process Owner
      • Best Practice: When the Field Has Input to the Overall SOW Process, It Further "Buys In" to the Process and Helps Support Its Overall Success
    • Opportunity Identification
    • Account Planning
    • Quota Setting and Resource Planning
      • Best Practice: Leverage SOW as an Input into Quota Setting
    • ROI and Results Measurements
      • Best Practice: Map SOW to the Sales Organization' s View of the World - Provide Share Analysis to the Sales Division at the Territory and Account Levels, Not by Region
• Future Outlook
• Essential Guidance
  • Data Quality
    • Critical Success Factor: Vigilance on Customer Spending Data Quality
    • Critical Success Factor: Constant Improvement on Customer Budget Detail
    • Best Practice: Include Data Experts on the SOW Team
  • Ongoing Process Improvement
    • Best Practice: Provide Formal Program Management for Your SOW Activities
  • Adoption
    • Critical Success Factor: Executive Support
    • Critical Success Factor: Finance Group Support
    • Best Practice: Constant Process Improvement
• Learn More
  • Related Research
  • Synopsis