Sales organisations continue to ride a three-year upswing in revenue attainment, and more sellers are making quota than the prior two years. But beneath this bright surface lurk signs of a less-than-rosy picture, including declining customer retention, low win rates of forecasted deals and a concern among leaders that their sellers lack the skills to generate long-term success.
In “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study,” CSO Insights, the research division of Miller Heiman Group, 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. With their current strategy, many sales organisations will find themselves unprepared.
The report takes a more holistic look at the state of sales today. Based on a survey of nearly 1,000 sales leaders across the globe, the study offers 12 best practices by which organisations can drive the most impact not just in a thriving economy, but amid major market changes — and it shows the difference this makes in key metrics for world-class organisations.
Read this report to learn:
- The critical role individual interactions and personalised touchpoints play in today’s world-class operations
- The importance of talent strategy to align people with business goals
- The need to support continuous development and truly formalise the coaching process
To learn more about the sales practices that separate the leaders from the laggards — and how to embed these practices in your organisation — download the 2019 World-Class Sales Practices Report today.