For Technology Sales Enablement Professionals

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	April 13, 2009 Uncovering The Hidden Costs Of Sales Support Strategic Sales Enablement Is The Path Through Trying Economic Times by Scott Santucci with Eric G. Brown, Bradford J. Holmes, Ellen Daley, Robert Muhlhausen, Christina Lee	Average: 9  (12 ratings)

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Executive Summary

Technology vendors are spending, on average, 19% of their selling, general, and administrative (SG&A) costs or $135,262 per quota-carrying salesperson in support-related activities. Few are aware of this enormous amount because the costs are hidden — tucked away in many different budgets dispersed throughout the organization. Corralling these random acts of sales support presents a golden opportunity. By creating a strategic sales enablement program, marketers can drive significant cost savings in the short term, while improving their companies' competitiveness to thrive in the new growth cycle.

TABLE OF CONTENTS

• Vendor Belt Tightening Is Targeting SG&A Costs
• It's Time To Have An Adult Conversation With Your CFO

RECOMMENDATIONS

• Five Steps To Building A World-Class Sales Enablement Program

WHAT IT MEANS

• Building The Foundation For The Future
• Supplemental Material
• Related Research Documents

This is an excerpt

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