CSO Insights has been running its studies annually for almost 25 years. In that time, a lot has changed in the sales world. Technology, including AI, has revolutionized the daily activities of sellers and managers. The methodology for selling has shifted from product selling to...

Our recent Sales Talent Study revealed that more than two-thirds of sales organizations are growing their total number of sellers, on average by 9%. At the same time, attrition is at a high of 18%, boosted largely by voluntary exits. As a result, there is...

Our 2019 Sales Performance Study and 2018 Buyer Preferences Study confirmed what sales leaders have known for some time: The selling world has become increasingly complex in recent years. There are more decision-makers involved on the customer side of a purchase (6.4 on average), sales...

The 2019 calendar year (and for many, the fiscal year) is coming to an end. Looking to 2020, we are conscious of the fact that sales executives may be facing a more uncertain selling environment.  Impending elections and policy decisions around the world have some...

When we released our 2017 World-Class Sales Practices Study, we noted the sobering fact that quota attainment was on a five-year decline and approaching an all-time low. Our newly released 2019 World-Class Sales Practices Study tells a very different story: quota attainment (while still only...