Harvard Business Review recently published a Michael Porter article summarizing a time study of 27 CEOs. What they uncovered was that the average CEO works 62.5 hours a week, including 37 meetings.I imagine I had the same reaction as most CSOs reading that statistic: ”Oh...

Announcing the release of the 2018 Sales Operations Optimization Report.Sales operations has been a staple within sales organizations for almost 30 years. It may be a dedicated person, a full team or perhaps the activities of forecasting, territory planning and the like are spread throughout...

A few months ago, we talked about how bullish salespeople were on sales as a profession. Of over 900 salespeople surveyed, 90% said that they would highly recommend a career in professional B2B sales to someone just coming out of school. They espoused the relative...

Culture (per Merriam-Webster) is defined as the set of shared attitudes, values, goals, and practices that characterizes an institution or organization Culture is hard to characterize, hard to measure and hard to change. Therefore, it often gets ignored on the list of levers to pull when...

Our industry has been talking about sales and marketing misalignment for a long time, and for good reason. Eighty-three percent of “World-Class” sales organizations identified in our annual sales effectiveness study say that sales, marketing and customer service are aligned on their customers’ needs and...

In the recently released book, Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Framework, CSO Insights Research Director Tamara Schenk (@tamaraschenk) defines, and draws a distinction between, some key concepts that our industry tends to use interchangeably:Sales Process is the...

Sales is unlike any other corporate function for a number of reasons: the empowerment of the frontline, the direct correlation to revenues, the connection to customer, the tenure in frontline positions.As such, a decade ago sales training split off from corporate learning & development in...

Did you know that quota attainment is on a five year decline? That sales organizations with a culture of continuous development are more successful than their peers? Do you have a clear view of how your sales organization may compare to others?As sales continues the...