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Summary Results of Sales Contract Issues 2010 Survey – Sales Executive ViewSurvey of Vice President and C—Level Sales Executives

Sponsored by SpringCMSeptember 2010

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Sales contract process a challenge

It's all good19%

Issues with sales contract

process81%

4 out of 5 sales executives not satisfied

Source: SpringCM Survey of Sales Executive, Sept 2010

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4 issues emerge as top priority

Managing renewals

Inconsistent terms

Lack of visibility

Time chasing contracts`

14.0%

19.0%

24.1%

43.0%

Impact on productivity and lack of visibility top issues for sales execs

Source: SpringCM Survey of Sales Executives, Sept 2010

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Contracts impact on sales productivity stands out for enterprises (> 10,000 employees)

Time chasing contracts

Inconsistent terms

79.8%

20.2%

Top Issues in Sales Contracts - Enterprise

Compliance also an issue

Source: SpringCM Survey of Sales Executives, Sept 2010

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Lack of visibility bigger issue for large and medium companies

Time chasing contracts

Lack of visibility

33.0%

33.0%

Top Issues in Sales Con-tracts - Large Companies

Source: SpringCM Survey of Sales Executives, Sept 2010

Time chasing con-tracts

Lack of visibility

31.0%

31.0%

Top Issues in Sales Con-tracts - Medium Compa-

nies

© 2010 SPRINGCM INC. ALL RIGHTS RESERVED.

Survey information

Online survey conduced September 2010 152 C-level and Vice Presidents of Sales More information and commentary available

www.springcm.com/2010_Survey_Sales_Contracts_Issues_1

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