In “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study,” CSO Insights finds that sales success in 2019 might be attributed more to a flourishing economy than to sales efficiency or effectiveness. And when that economy is tested — as it inevitably will be — sellers will find themselves tested as well.
CSO Insights has conducted its fourth annual sales enablement study, with more than 500 participants from all over the world. The study found that sales enablement is no longer growing rapidly, but is maturing slowly and steadily. The research also shows that having an effective enablement function matters: Overall, it leads to two-digit improvements for quota attainment and win rates for forecast deals compared to those organizations without enablement.
Roughly 900 global sales leaders were surveyed to identify the four main objectives underpinning their performance improvement efforts in the coming 12 months. These main objectives were improving lead generation, capturing new accounts, expanding penetration into existing customers, and increasing win rates. The purpose of this report is to show how sales organizations today are performing in terms of these objectives, how that compares to recent years and what successful companies are doing that’s working for improving sales performance.
Sales talent, the people resources within a sales organization as characterized by their aptitudes and abilities, is increasingly a pain point for sales leaders. CSO Insights developed the 2018 Sales Talent Study to understand just why talent is so challenging, the impact that good, or lacking, talent has on the organization and what is being done about it in the sales industry.
The 2018 Operations Optimization Study clarifies what sales operations actually does – its approaches, current priorities, areas of improvement, and the related business impact. The study draws upon responses from more than 300 participants from around the world to create a snapshot of sales operations as it is today.
Currently, only slightly more than half of sales representatives (53%) are meeting or exceeding their quotas according to our recent World-Class Sales Practices Study. To clarify this gap between sellers and buyers, we conducted a global survey with 500 B2B buyers working for medium to large-sized companies –$250M USD or greater – and who made purchases of $10K USD or greater. In order to understand what buyers wanted from salespeople, we asked a series of questions about the attributes that influenced decisions, what made them more likely to buy, what made them less likely to buy and what one thing did they wish salespeople did differently or more consistently.
CSO Insights research shows that 73% of senior executives agree that customer loyalty is the key to success. Winning new customers may be the result of having the right product or the best price, but keeping their business depends on the quality of the Customer Experience (CX) offered. Our report, “2018 Customer Experience Study: Service Best Practices,” outlines the steps being taken by organizations that are winning the battle for customer loyalty. Most companies know they need to improve their service experience, but aren’t sure which practices actually make a difference. Learn more about how CX links to business outcomes, Voice of Customer (VoC) programs and journey maps.
In a field deluged with new content, but short on new ideas, this report presents an original and imminently practical roadmap that begins with assessing a sales organization’s current state, proceeds through establishing both best practices and a conceptual framework for understanding and applying them, and ultimately achieves measurable results.