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Sales Force Effectiveness Framework

Faced with economic uncertainty at home and intensifying competition abroad, many companies find that growth and longevity can hinge on sales force performance. Deloitte Consulting LLP’s sales force effectiveness practice focuses on addressing the critical issues facing sales force performance from strategic, organizational, process and technology perspectives — issues including Sales Leadership, Operations and the role of the chief financial officer, the chief information officer and the business unit. Explore the resources below to learn more about the issues facing your sales force and how they can be addressed to help drive enterprise value.

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Not Yet SPOT On: 2008 Strategic Sales Compensation Survey
Sales force leadership is plagued by poor performance and plan complexity. How are the sales functions of more than 185 sales force executives surveyed doing? Are companies “hitting the spot” in terms of the sales performance they aspire to, or falling short? Deloitte’s 2008 Strategic Sales Compensation Survey, co-sponsored by Oracle, provides many answers.

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Align Your Workforce to Your Corporate Strategy with Oracle Incentive Compensation  
Watch this Deloitte and Oracle video to learn how Oracle technology can help you improve your sales compensation plan, incentivize your sales force and increase workplace performance.

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Research: Strategic Sales Compensation Survey
This 2006 survey found that a pivotal issue in sales leader satisfaction is compensation plan design. Where sales leaders crave simplification in their incentive plans, is simplicity a reasonable goal given today's complex sales world? The survey includes Deloitte's perspective on addressing this Simplicity Paradox.

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