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 our 2019 Sales Operations and Technology Study

Given the far-reaching, positive impacts that sales operations can have on vital areas of the sales function, CSO Insights strives again this year to investigate the latest sales operations trends. Our 2019 Sales Operations Study is an effort to gain a deeper understanding of sales operations’ responsibilities, and how it can best support the sales organization.

 

Please take 15 minutes to participate in the survey and share your knowledge with the research community. We’ll be collecting data on key sales operations areas, including forecasting process, sales technology usage and CRM adoption. We’ll also check the pulse of newer sales operations topics, like sales data and use of artificial intelligence (AI).

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.

All that Glitters Is Not Gold: Results of the 2019 World-Class Sales Practices Study

 

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.

5th Annual Sales Enablement Study

 

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.

2018-2019 Sales Performance Study Summary

 

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.

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.