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 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...