The Daily Stat: Where Sales Reps Go Wrong

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Are you having trouble viewing this email? If so, click here to see it in a web browser. HOME   |   BLOGS   |   THE MAGAZINE   |   BOOKS   |   AUTHORS   |   STORE RSS   |   Mobile JUNE 21, 2010 Where Sales Reps Go Wrong The "most destructive" failures of business-to-business sales reps are too much contact with customers (35%) and inadequate product knowledge (20%), a McKinsey survey of sales targets indicates. Customers want to be contacted, not bombarded. The upside of getting things right is significant: A primary supplier perceived as having a high-performing sales force can boost its share of a customer's business by eight to 15 percentage points. Source: The basics of business-to-business sales success Copyright © 2010 McKinsey & Company. All rights reserved. Reprinted by permission. Share Today's Stat: RELATED PRODUCT Supercharge Your Sales Force HBR Article Collection Your sales force consumes a hefty share of your company's budget. If reps aren't selling effectively, your firm loses profits and customers. Yet, in too many organizations, salespeople can't give their best on the job because the company mismanages them. ADVERTISEMENT Follow the Stat: BEST SELLERS Guide to Persuasive Presentations HBR's 10 Must Reads: The Essentials Financial Intelligence Collection HBR's 10 Must Reads on Managing Yourself Guide to Better Business Writing PREVIOUS STATS India Leads the World in Highway Deaths Global Warm Temperatures Break Record in May Swedish Papas Get Generous Paid Leave Vulture Brains Are a Valued Commodity in South Africa Recruiting Managers Is Tougher in China Than in India Rolling Waste Signals Economic Growth Maybe You Should Apply for a Job As a Truck Driver World Cup Refs Run More in Games Than Players Exercise Boosts College Students' Grades Consumers Willing to Pay Out of Pocket for Health Care Job Seekers, Take Note Whether you've been laid off or are considering a job change, HBR's Guide to Getting a Job will help ensure that your next move is the right one. Only $19.95. Buy now » UNSUBSCRIBE   |   UPDATE YOUR PROFILE   |   MORE EMAIL NEWSLETTERS   |   PRIVACY POLICY Was this email forwarded to you? If so, sign up to start receiving your own copy. ABOUT THIS MAILING LIST You have received this message because you subscribed to the "The Daily Stat" email newsletter from Harvard Business Review. If at any point you wish to remove yourself from this list, change your email address, or sign up for other email newsletters and alerts, please visit the Harvard Business Review Email Newsletter Preference Center. ADVERTISE WITH HBR This enewsletter is read by thousands of decision makers every day. Learn more about connecting your brand with this audience. Copyright © 2010 Harvard Business School Publishing, an affiliate of Harvard Business School. All rights reserved. Harvard Business Publishing | 60 Harvard Way | Boston, MA 02163 Customer Service: 800-545-7685 (+1-617-783-7600 outside the U.S. and Canada)