Best Practice Report

Uncovering The Hidden Costs Of Sales Support

Strategic Sales Enablement Is The Path Through Trying Economic Times

April 13th, 2009
SS
Scott Santucci
With contributors:
Eric Brown , Bradford Holmes , Robert Muhlhausen , Christina Lee , Ellen Daley

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.

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