CSO Insights Blog Posts
CSO Insights Blog Posts
CSO Insights has spent upwards of a year working closely with innovative thought leaders in sales management who have successfully transformed their sales organizations and are reaping the rewards for having done so. Out of this work, we have produced a 73-page resource guide, The CSO’s Guide to Transforming Sales, targeted specifically to sales leaders to help them undertake and successfully implement a sales transformation initiative in their sales organization.
Undertaking a sales transformation initiative is not for the faint of heart, but it’s a must for firms to survive in today’s world where product lines are expanding, sales cycle times are lengthening, new competitors are everywhere, and, worst of all, some buyers feel they no longer need sales reps to help navigate them through their buy cycle.
How can your organization increase sales productivity and improve sales ROI? Barry Trailer will be presenting some of CSO Insights’ more recent research at an upcoming webinar on March 19 and sharing the time with Emil Fernandez, VP of system integrator Perficient.
Our flagship research report, the Sales Performance Optimization study, is in its 21st year and is segmented into key areas of sales performance: Find More, Win More, and Keep and Grow More. In this blog, we take a look at this year’s overall study findings—the Key Trends Analysis. This is the report that shows how well sales did in 2014 and years prior, and where they did not do so well. Sales leaders should make an earnest effort to fully understand the trends that happened from 2009 to 2014 so that they can do a better job in specific areas that need attention and to continue to build on initiatives that worked well, delivering a solid return on investment.
Our flagship research report, the Sales Performance Optimization study, is in its 21st year and is segmented into key areas of sales performance: Find More, Win More, and Keep and Grow More. When we look more closely at the Keep and Grow More category, we find that cultivating, retaining, and expanding your footprint within your existing customer base is the approach that consistently has the best rate of return. However, in order to hit your numbers year over year, you need to also be able to balance this with "Growing More"--so you have more "Keep More" opportunities next year!
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