Sales organizations are better at hitting their revenue goals; 94 percent of commitments were met in 2018, making it the third straight year of growth. But while revenues seem solid, it’s not because of sales performance.
Organizations are making hires and providing sales departments with resources, but those salespeople are neither winning a greater percentage of deals nor turning a higher percentage of leads into opportunities. Sales leaders must reflect on and consider the following indicators of seller stagnation and decline seen in 2018:
- Win rates remained steady from 2017 at 47 percent — a number that should be growing.
- Sellers closed less than half of what they forecasted to close.
- Less than a third of revenue (30%) came from new accounts.
- More than two-thirds of sales organizations have no clear lead definition or nurture process.
Our latest study, “The 2018-2019 Sales Performance Report” from CSO Insights, the research division of Miller Heiman Group, found that sellers are no more successful than they were three years ago, and performance and productivity aren’t driving revenue growth.
With the goal of reversing these trends, the report explores what made the top performing sales organizations so successful in 2018, and provides actionable steps for achieving the top four sales goals in 2019.
Based on insights from nearly 900 global sales leaders, the report uncovers:
- The immediate steps to increasing win rates this year
- How to actually improve lead generation
- The keys to securing new accounts
- How to expand penetration among existing customers
In addition to the full study, you’ll also gain access to a report summary, as well as our new sales growth infographic.
Download the 2018-2019 Sales Performance Report today.