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...

With an ever-growing sales technology landscape, making sense of available sales data can be challenging for sales organizations without a well-thought-out data strategy for sales. As highlighted in our 2018 Sales Operations Optimization Study, on average, organizations use 10 different sales technologies, with four more...

Sales coaching drives results. Great results, no doubt. We see it year after year in our global data. Our 4th Annual Sales Enablement Study shows that, implemented properly, sales coaching can lead to a 16.6% increase in win rates for forecasted deals. Stay tuned for...

Having call planning tools in place isn’t anything new, but using them effectively was a topic of interest in our recent 2019 World-Class Sales Practices Study. Specifically, “We effectively use call planning tools to prepare for customer interactions” was highlighted as one of the Top...