CSO Insights

Sales Research Data

Sales Research Data Provides Benchmarks to Improve Your Sales Results

We survey thousands of sales executives each year, building the most comprehensive database of sales metrics and trends. Research Metrics are "slices" of our research database by Industry, Size of Organization, or any other criteria that give you insights.

See Trends, Best Practices
With Industry Metrics

This chart from the Industry Metrics set for the Distribution industry shows that over half the industry will not grow the sales force in 2010.

Possible conclusions: 

  • They know more than we do and business won't be good
  • They will focus on existing business, so it is a good year four you to pursue new accounts
  • There will be a huge need for training and support from solution providers who can address needs of a static sales force.
  

Compare Two Groups and Find Best Practices
With Comparison Metrics

This chart from the Comparison Metrics set shows Software Companies winning 60% or more compared to those winning under 60%.  Over half of the high-winning companies have implemented a formal sales process, while only a third of the low-performers have.

Possible conclusions:

  • A formal sales process helps increase win %
  • Sales process solution providers have a huge opportunity in the software industry

Measure Your Results Against Your Peers
With Benchmarks

This chart from the benchmark shows a CSO that his company's turnover rates are almost double those of similar companies.

Possible conclusions:

  • This company needs to concentrate management attention on turnover
  • Revenue and expense plans should be re-examined, as this turnover could be a hidden expense.  New sales rep ramp-up times should also be factored in to revenue plans, as reps hired to replace those who leave will not be immediately productive.

 

What Can you Do with Sales Research Data?

CSOs can use Sales Research Data to:

  • Identify weaknesses to be remedied in the sales or marketing organization
  • Identify strengths to be featured in marketing literature and recruiting materials
  • Priorotize management attention to the metrics that fall short

Sales Solution Providers can use Sales Research Metrics to:

  • Show independent 3rd party research that proves a need for your solutions
  • Help prospects justify investment by showing strengths in companies that use solutions like yours

 

 

 



Click here to Request More Information on Sales Research Data

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