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...

In my last blog, I reviewed the third of four top strategies being used by sales leaders to achieve their 2019 objectives: expanding (vs. simply renewing) existing accounts. In analyzing the 2018-2019 Sales Performance Study, we found sales organizations that excel at expanding accounts have...

In this blog series, we have been reviewing the four strategies that sales leaders are using to make their 2019 goals. Here we explore strategy #3, expanding business in existing accounts.It won’t surprise you that existing accounts are the lifeblood of a sales organization. In...

In my last blog, I discussed the sales practices that differentiated sales organizations who excel at new account capture, versus those with mediocre or even poor results. As the almost 900 sales leaders in our survey shared, capturing new accounts requires intense focus on (a)...

Despite the fact the full year revenue plan attainment is strong across the organizations in our research community, a new year has started and odds are good that many of you are already in the painful situation of already being behind on quota. It’s the...

Has there ever been a sales organization, leader or person who thinks they have enough leads? Even those who meet their quota and revenue targets year after year do so because they make the opportunities they have count, not because they have more than they...

With many organizations selling in fiscal years ending in December, this time of year represents a special challenge. How do sales leaders focus their energies on these shortest of time windows (What do I have to close this hour? What needs to get out of...

In our past several posts, we’ve discussed several insights from the recent 2018 Sales Talent Study, highlighting a series of talent challenges plaguing sales leaders. With most (84.5%) sales leaders not convinced that they have the talent needed to succeed in the future, there are...

The best are driving over half your revenues. Do you want more of them?As we comb through the data of the 2018 Sales Talent Study, one of the more alarming statistics was the vulnerability sales organizations have when it comes to their top performers.For years,...

Talent issues are commonly associated with hiring. “I can’t find anyone who meets our requirements.” “I can’t afford the talent I need in this market.” In reality, the most common missteps occur before hiring and continue well beyond it. In this blog, we focus...