Buyer-seller relationships have traditionally favored sellers. With access to data and information buyers simply couldn’t get their hands on, sellers had the ability to shape negotiation processes and earn facetime with top-level executives. But in a marketplace driven by technology and information on demand, buyers now have access to the data and metrics they need to educate themselves about products and solutions.
This shift in power has forced sellers to reimagine their sales programs, focusing more on engagement throughout the sales cycles and the performance strategies necessary to increase their odds of closing deals.
The 2018 Business Case for Sales Methodology Training from CSO Insights, the research division of Miller Heiman Group, explores this new relationship between buyers and sellers, and focuses on how sales organizations are responding to the evolving sales landscape.This report uncovers the sales methodologies and training organizations have in place to improve sales execution and forecast accuracy.
Key findings include:
- Over 80 percent of organizations aren’t measuring the effectiveness of their sales methodologies.
- More than half of organizations surveyed say there is room for improvement in their sales methodology training programs.
- Only 18.7 percent of organizations have a dynamic, reinforced sales methodology program in place.
To learn more about implementing sales methodologies and the keys to program success, download the 2018 Business Case for Sales Methodology Training today.