Uncovering The Hidden Costs Of Sales Support
Strategic Sales Enablement Is The Path Through Trying Economic Times
April 13, 2009
Why Read This Report
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.
Already a Client?
Log in to read this document.
Become a Forrester Client
Customers are the new market-makers, reshaping industries and changing how businesses compete and win. Success depends on how well and how fast you respond. Forrester Research gives you insights and frameworks aligned to your role to shorten the time between a great idea and a great outcome, helping your teams win in the age of the customer. Contact us to learn more.
This report is available for individual purchase ($499 USD).Purchase
Table of Contents
- Vendor Belt Tightening Is Targeting SG&A Costs
- It's Time To Have An Adult Conversation With Your CFO
- Five Steps To Building A World-Class Sales Enablement Program
WHAT IT MEANS
- Building The Foundation For The Future
- Supplemental Material
- Related Research Documents