Welcome to CSO Insights
In “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study,” CSO Insights finds that sales success in 2019 might be attributed more to a flourishing economy than to sales efficiency or effectiveness. And when that economy is tested — as it inevitably will be — sellers will find themselves tested as well.
Our 5th Annual Sales Enablement Study finds that, for the second year in a row, sales enablement is slowly and steadily maturing, rather than continuing to grow very fast. More organizations followed a formal and charter-based sales enablement approach with significantly better business impact. In other cases, however, it is apparent that the lack of a content strategy, or the lack of effective collaboration and missing processes, hold sales enablement back from achieving greater successes. For sales enablement to drive business impact, more formality, more strategy, and more focus on a holistic approach are urgently required.
Roughly 900 global sales leaders were surveyed to identify the four main objectives underpinning their performance improvement efforts in the coming 12 months. These main objectives were improving lead generation, capturing new accounts, expanding penetration into existing customers, and increasing win rates. The purpose of this report is to show how sales organizations today are performing in terms of these objectives, how that compares to recent years and what successful companies are doing that’s working for improving sales performance.
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.
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.
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.