Discover the hottest trends in Small Business Sales and Marketing—and see how the leading on-demand CRM solution can put these trends to work for you.

The summary describes three keys to SMB success:

   1. Documenting and debugging your sales process.
   2. Providing enabling technology.
   3. Hiring/retaining sales talent.

Introduction
Each of the past several years we’ve had excellent participation in our sales performance survey. Solidly represented among the thousands of participants are small and medium businesses (SMBs). Although there are many definitions of SMBs (number of employees, annual revenues, etc.), given our focus upon sales effectiveness at CSO Insights we categorize companies by the size of their sales force.

In general our definitions are, less than 50 sales reps are small, 51 to 250 sales reps are medium size, more than 250 sales reps are large. We report aggregated responses across all size firms in our annual Sales Performance Optimization report.

However, in response to a number on inquiries, here for the first time we are looking specifically at the SMB responses for 2007. In this regard we have chosen to define Small as fewer than 10 sales reps and Medium as fewer than 50. Given the rough ratio of one sales rep for every ten employees, this would provide a range of companies up to approximately 500 employees. We felt this was a more representative grouping and more consistent with other definitions being used.

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"Sales and Marketing Performance Trends for Small & Medium Business"

Offered by: Salesforce.com

About Salesforce.com:
Salesforce.com (NYSE: CRM) is a vendor of Customer Relationship Management (CRM) solutions, which it delivers to businesses over the internet using the software as a service model.

About CSO Insights:
CSO Insights is a research firm that specializes in benchmarking how companies are leveraging people, process, technology, and knowledge to optimize the way they market and sell to customers.

Over the past 15 years, CSO Insights’ sales effectiveness survey of over 7,500 sales effectiveness initiatives has become the benchmark for tracking the evolution of how the role of sales is changing, the challenges that are impacting sales performance, and most importantly, what companies are doing to address these issues.

For more information on this research go to: www.csoinsights.com.

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