Subtitle: 2019 World-Class Sales Practices Study
Published by/Authors: CSO Insights
Length: 28 Pages
The 2019 World-Class Sales Practices Study collected data from 1,500 respondents from January through March 2019. Analysis was conducted on responses from 949 sales leaders. This sample was global in nature and spans across B2B industries, with particularly strong representation from the technology, manufacturing, healthcare, professional services and banking/finance sectors.
The study reported that many organizations saw increases in quota attainment and revenue in 2018, however, key metrics showed a decrease and adherence to sales best practices.
This led them to believe that the up-swing in revenue had more to do with the upward economy. It also indicates there could be severe issues for many companies if there is an economic correction and sales managers have not attended to sales best practices. Just hiring more salespeople and spending more on marketing probably will not over-come marketing churn.
Section I: The Deceptively Shiny State of Sales
Section II: Customer Engagement
Section III: Performance Support
Section IV: Strategy Alignment
Listen to one of the authors, Seleste Lunsford discuss highlights of the report
About CSO Insights
Independent research backed by one of the world’s premier selling and service brands. CSO Insights is the independent research arm within Miller Heiman GroupTM, dedicated to improving the performance and productivity of complex B2B sales. The CSO Insights team of respected analysts provides sales leaders with the research, data, expertise, and best practices required to build sustainable strategies for sales performance improvement. CSO Insights’ annual sales effectiveness studies, along with its benchmarking capabilities, are industry standards for sales leaders seeking operational and behavioral insights into how to improve their sales performance and to gain holistic assessments of their selling and sales management efficacy. Annual research studies address sales and service best practices, sales enablement and sales performance optimization.
Why it’s Important
Some of the top companies in the study (not necessarily the largest) reported increased quota attainment and best sales practice adherence which bodes well for them, but not so much for others.
- C-Level Folks
- Marketing Operations
- Product Management
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