For eBusiness & Channel Strategy Professionals

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	March 14, 2008 eBusiness Sales Strategies: Room For Improvement Results Of Our Q4 2007 eBusiness, Channel And Product Management Panel by Carrie Johnson with Elizabeth Davis, Brendan McGowan

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Executive Summary

Forrester recently surveyed 131 current members of our eBusiness, Channel And Product Management Research Panel to get a sense of how they feel their firms are doing in the area of online sales — and merchandising upselling and cross-selling in particular. Our panelists include executives primarily from financial services, healthcare, manufacturing, retail, and travel companies; they represent large firms from the US, Canada, and the UK with mature online sales and service operations. Results from our survey show that while two-thirds say that Web sales are important to their overall sales strategy, today, less than half think that their team is effective in actually executing their online selling strategy.

TABLE OF CONTENTS

• eBusiness Managers Give Their Web Sales Efforts A Failing Grade

RECOMMENDATIONS

• Focus On Tracking And Improving Customer Metrics
• Supplemental Material
• Related Research Documents

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