Insights for Increased Sales Performance

CSO Insights develops and implements rigorous, ongoing studies of best practices, performance optimization, enablement, compensation, performance management, and channel sales. This allows us to provide the objective research, data and expertise that will help you create and execute strategies to improve sales performance and productivity. It also lets us offer timely business intelligence, as well as an ever-expanding knowledge repository that positions today’s trends in a larger context.

Our sales experience, member interactions and knowledge network allow us to provide our members and partners with:

• Customized benchmark data and comparisons
• Best practice analysis and frameworks
• Identification of emerging productivity trends
• Implications of technological advances
• Customized or cobranded white papers

Research Membership

CSO Insights provides perspectives on sales performance and productivity that help organizations develop strategies to find more, win more, and keep and grow more business. Extensive surveys are conducted throughout the year to provide the data that research analysts mine for insights and shape into reports, white papers, videos, and other assets. The best way to take advantage of this original content is via a Research Membership.

Research Memberships support organizations in their efforts to:

• Keep up to date with published research on relevant topics
• Bring external expertise and perspective to sales productivity planning and discussions
• Make data-based decisions
• Use best-practice frameworks
• Map sales processes to the customer’s journey

Who should join:

• Sales and service leaders seeking organization-wide performance and productivity gains while keeping customers first
• Sales enablement and operations principals whose senior leadership needs data to help predict and sustain future sales performance
• Marketing professionals who want to validate their go-to-market messaging with credible third-party data

Advisory Services

CSO Insights provides perspectives on sales performance and productivity that help organizations develop strategies to find more, win more, and keep and grow more business. Extensive surveys are conducted throughout the year to provide the data that research analysts mine for insights and shape into reports, white papers, videos, and other assets.

The Advisory Services offering includes five Research Memberships with full access to the Research Library.

It gives sales and service leaders direct access to CSO Insights’ research analysts – up to 12 hours of one-on-one consultation or coaching, or for internal and or client meetings/presentations.

The Advisory Services team works with clients to uncover and focus on their strategic issues and specific challenges. This includes customized benchmark data and comparisons, as well as insights on emerging productivity trends and technological advances. Webinars, keynotes and other custom deliverables can be scoped on request.

Advisory Services support organizations in their efforts to:

• Design, plan and implement sales transformation initiatives
• Bring external expertise and perspective to sales strategies
• Make data-based decisions
• Use best-practice frameworks
• Identify opportunity areas within the sales/service organization

Use Advisory Services to make better decisions, understand your team’s performance in the broader context of what, best-in-class organizations are doing and spark focused, higher-level discussions and strategic thinking among your team members by providing them with assets from our Research Library.

Benchmarking Services

CSO Insights annual sales and marketing effectiveness studies have become industry standards for sales leaders seeking operational metrics, data and analysis.

Benchmarks are a valuable, data-driven way to assess your sales team or organization on the behaviors and performance of top-performing organizations or those within your industry. These comparisons against data from our original research studies will help validate and prioritize your strategies to address any gaps between your current performance and world-class performance.

Benchmarks support your organizations efforts to prioritize areas of focus to remain competitive; validate investments; identify performance gaps; and make data-based decisions.

How Organizations Benefit from Benchmarking Services:

• See how companies are leveraging people, process, technology and knowledge to address their sales effectiveness challenges
• Design, or improve the design of, your compensation plan with data from sales leaders on how they measure, monitor and reward sales teams’ performance
• Apply the best practices that drive sales performance to address the specific areas where your organization’s sales performance falls short of world class.