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...
What an incredible year! 2019 was a very intense and challenging year here at CSO Insights, with lots of interesting and comprehensive research projects.As I thought about how to best summarize the essence of our research and client experiences and what it means in practical...
Analyzing the data from our Fifth Annual Sales Enablement Study, we couldn’t help but conclude that sales enablement has reached a plateau. I hear you: “I can’t believe it! So many people are new to the role… really?” Yes, let me map it out for...
I get these questions a lot: What makes a successful sales enablement leader? Is it really a business leader? And what if we hired just for a sales enablement manager or a sales enablement program manager? First of all, you need both roles, a business...
Is closing a deal an art or a science? Is closing a deal in the age of the customer as important as it was in the past? Is it just about negotiation and closing skills?Closing is an area that often doesn’t get a lot of...
Looking deeper into the question of who’s actually delivering the coaching for salespeople revealed some interesting facts. If you haven’t seen it, make sure you check out my Sales Coaching – Who Is Doing It? blog. In a nutshell, sales managers and specialized coaches both...
Our Fifth Annual Sales Enablement Study is now available to the open market. I’ll share the good news upfront: sales enablement matters. Organizations with sales enablement achieved 15.3% better win rates than those without. (Click to tweet)We can learn from the sales enablement winners, the successful 27.5%...