Chally Answers Sales Questions - Vol. 3

For years, Chally has provided a free research support service to clients and friends about sales topics or other areas of interest to Sales professionals. We rely on our own research and archives as well as other valuable resources to find the most accurate answers to the questions we receive.

Frequently, a topical question is asked multiple times, leading us to believe the research or answer may have value to a broad range of people.

If you have a question, please feel free to Ask Chally.

Q. Will you be updating your World Class Benchmarking surveys in 2002? We would be interested in participating.

A. Our approach this year is somewhat different than the one taken eight years ago. We are basing our research on interviews of top sales executives. In 1992, we began our research efforts in World Class Sales with a summary of the expertise of 60 top sales executives. That report was the first attempt to shed light on the challenges and directions sales efforts needed to take. This year, we are doing a 10-year update, but also including global sales executives from the PAC Rim and the Far East, Asia, Europe and Africa.

If you are involved in managing a major sales force and would like to be included in this project, please contact Cheryl Gier to schedule an appointment with a Chally Executive.