CSO Insights

CSO Insights Blog Posts

CSO Insights Blog Posts

Odds Are You're not in the 5.5 percent

Thursday, February 20, 2014

We released our 2014 Sales Performance Optimization report in February and, in case you're wondering, the answer is 94.5% of firms are targeting a higher revenue number this year. So, yeah, odds are good you're among those looking at a higher target and it's time to get moving. But what exactly does that mean?

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Is Sales Training Worth Anything?

Wednesday, February 19, 2014

Early in each New Year CSOs regularly ask themselves these questions, or some variation of them: - What's my ROI on our sales training investment? - What's our sales training really costing us? The simple answer is, "It depends."

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Where are the leads? We gotta have more leads.

Thursday, February 13, 2014

It's been 30 years (1984) since the source of this quote, David Mamet's Pulitzer Prize and Tony-winning play was released but a dearth of leads pre-dated and has continued that entire time. Or has it?.

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Sales Bad Breath vs. No Breath Debate

Wednesday, February 12, 2014

I learned years ago that having "no breath" in sales territories was actually much better than making a hiring mistake and putting "bad breath" out there for the sake of having a warm body in the territory.

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Sales Enablement -- Who Needs It?

Monday, February 10, 2014

Uh, maybe YOU? The bad news: the percentage of reps meeting/beating quota dropped from the 63% level that held steady the past two years to 58% for 2013. Dude, that party is over and that horse has run its last race.

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