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 World-Class Sales and Service Practices Study

This study provides insights into the World-Class practices that successful leaders use to drive superior sales effectiveness and customer experience strategies and the operational metrics which drive key sales and service decisions.


Complete the survey and immediately download CSO Insights 2016 Sales Enablement Optimization Report and The Roles of Customer Support to Generate Sales. You will also be among the first to receive research assets from this survey’s findings.

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.

AI in Sales: When You Think AI, Think Augmented Intelligence


CSO Insights’ Co-founder and Independent Research Director, Jim Dickie, recently reviewed more than two-dozen AI solutions that were developed specifically to address the efficiency, effectiveness, and creativity challenges that sales organizations face today. This paper discusses AI use cases that exist today, and some that are on the way.

Sales Managers – Overwhelmed and Underdeveloped


This research looks at the intersection of sales management and sales enablement. Sales managers have the hardest job in sales, and yet, across geographies and industries, organizations are not doing enough to develop the people in these positions. In this report, Tamara Schenk and Jim Dickie discuss the importance of the sales manager role; the enablement gap for sales managers; the business case for turning this around; and how leadership can systematically enhance sales manager enablement.

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.

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.