The Optimum Sales Process & Corporate Structure Industry Study benchmarks 14 oilfield service companies' sales effectiveness, as measured by operating companies throughout the globe. Insights into operating companies' preference for the optimum sales process provides actionable guidelines for service companies interested in making their sales process more effective and efficient. This report is particularly valuable as sales force reconfiguration changes are being considered. Report published in 2005.
Smith Bits received the highest satisfaction ratings from respondents, while Baker Oil Tools had the highest marks for both their "people" and their "process." According to the 424 operators who took part in the survey, 31% of purchase time (for non-traditional acquisitions of US$50K) is dedicated to internal meetings. Only 3% of respondents felt that had to meet with a "product champion" as part of the acquisition process. This study is designed for companies interested in restructuring their sales process for greater efficiency.
- A corporate wide site license for one full year
- Database of findings in Excel format
- Online data-mining tool to query findings
- Downloadable report in PowerPoint format