Sales organisations always look to gain a competitive advantage. But it’s become harder to find that advantage amid a sea of change: customers engage sellers later in their buying journey and technology, sellers struggle to adopt new selling methodologies and organisations constantly deploy myriad transformation initiatives.
Despite these unsettled times, one thing remains constant: every organisation wants to improve its sales performance. Whether capturing new leads, closing new accounts, extending their penetration of new business units within existing customers or increasing their win rates, sales leaders set lofty goals and hunt for the methodologies, tools and processes to help them attain their objectives.
But they also feel uncertain, given the climate of constant change. They want to know the answers to questions like these:
- What’s next for sales?
- What are sales organisations doing differently in this decade?
- How are sellers responding to changes in the industry and market?
- Are the challenges that sales leaders face changing?
- How are the most successful sales organisations setting themselves apart?
- What are our peers doing to improve their performance?
- Are sellers’ tactics carrying them forward, or are they falling behind?
By participating in our latest research study, the 2020 Sales Performance Study, sales professionals can help CSO Insights, now part of Korn Ferry, find out the answers to these questions and more.
Over the last two decades, CSO Insights has taken a deep dive into the state of sales performance. This year’s study will examine the changing factors that affect sales effectiveness—including talent, culture, sales process, sales methodology and customer requirements—to deliver senior sales leaders the data they need to make informed decisions to drive their organisations forward in the new decade. The study will document the key sales effectiveness metrics that sales leaders use for benchmarking purposes, identify trends in organisational practices and highlight correlations between practices and success metrics.
The survey takes approximately 15 minutes to complete. Simply answering the questions can spur strategic thinking on your organisation’s sales performance. Then, you’ll receive early access to the new report when it’s ready later this year. The data in the report will help you validate their practices, recognise opportunities for improvement and create a business case for change. You’ll also receive an instant download of our 2019 World-Class Sales Practices Report.
The 2020 Sales Performance Study survey is now open—all we need is 15 minutes of your time. Contributing to our research will benefit you and your organisation and help move the entire sales industry forward.