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 Operations Optimization Study

Our first annual Sales Operations Optimization Study will explore how World-Class sales organizations are rethinking the evolving operations role to give their sales forces a performance edge. Join us on the cutting edge, and join the new study!


Complete the survey and immediately download our 2017 World-Class Sales Practices Report Summary. You will also be among the first to receive research assets from the sales operations study.

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.

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.

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.