Welcome to CSO Insights


A proven source for sales research, data and expertise

You Make Business Decisions Based On Data. We’ve Got You Covered.

You rely on your experience and trusted advisors to make decisions. But you also need the best available information on current trends in markets, customer behavior, technology and many other areas.

For more than 20 years, CSO Insights has analyzed and measured those trends, as well as the behaviors, metrics and strategies of world-class organizations. We’ve helped companies of all sizes hone their decision-making and strategy execution through continuously measuring performance, identifying best practices and learning from feedback.

Join the 2018 Sales Enablement Optimization Study

Interest in sales enablement has never been stronger, and we’re excited to launch our fourth annual Sales Enablement Optimization Study. We’ll be collecting vital data on quota attainment, turnover, sales process, training, and many other facets of a sales organization – and the role sales enablement plays in each of them.


Please take 10 minutes to participate in the survey and share your knowledge with the research community. You’ll be among the first to receive the new report when the study is published later this summer, and we’re confident you find useful insights in its pages.

Our studies set the bar so you can clear it.

Identifying the best practices of World-Class Sales Organizations is only the beginning. By benchmarking those processes and actions, we help you create and execute strategies to find more, win more, and keep and grow more business.

2018 Customer Experience Study: Service Best Practices


CSO Insights research shows that 73% of senior executives agree that customer loyalty is the key to success. Winning new customers may be the result of having the right product or the best price, but keeping their business depends on the quality of the Customer Experience (CX) offered. Our report, “2018 Customer Experience Study: Service Best Practices,” outlines the steps being taken by organizations that are winning the battle for customer loyalty. Most companies know they need to improve their service experience, but aren’t sure which practices actually make a difference. Learn more about how CX links to business outcomes, Voice of Customer (VoC) programs and journey maps.

2017 Sales Enablement Optimization Report Summary


CSO Insights has been tracking sales enablement since 2013, and has produced a major report on it every year beginning in 2015. This year’s study presents the latest research on who’s using it, and how and why. New in this report is the Sales Force Enablement Clarity Model, which serves as a guide as you assemble your sales enablement discipline step by step. The Executive Summary is available now.

2017 CSO Insights World-Class Sales Practices Report Summary


For the tenth consecutive year, two inter-related factors continue to predict sales success: customer relationship level and sales process level. Learn more in this quick-read summary of the new 2017 CSO Insights World-Class Sales Practices Report.

Our Research Goes Beyond Studies

We have multiple avenues of content and as far as we’re concerned, why keep it locked away when it could drive your efforts around sales performance and productivity? Our studies are well-known, but our expertise expands into many forms. Help yourself to some of our latest data and research.

43% of organizations still do not have a formal sales methodology. Discover the importance of development a sales methodology.


Download The Business Case for Sales Methodology Training

Learn how sales enablement leaders can leverage research to build a business case for a dedicated sales manager development program.


Download Four Reasons to Invest in Sales Managers

44% of sales organizations list increasing sales effectiveness as a top sales objective. Turn how you sell into a competitive advantage.


Download Anatomy of a World-Class Sales Organization

69% of sales team in organizations that report sales skills training efforts exceed expectations are meeting quota. Understand the payoff of investing in a strong skills training program.


Download a Business Case for Sales Training

47% of sales organizations report they need improvement in effectively cross-selling and up-selling existing accounts. Uncover how to tap into the value of your customer base.


Download Mine the Gold You Already Have

Become a CSO Insights member.

A membership to our research institute gets you so much more than data. Become a member of CSO Insights and gain access to benchmarking data, frameworks for help with sales strategies and effectiveness, and of course, all of our published best practices.