In our year-end post of 2018, we provided seven options for how sales leaders could advance transformation by evolving the elements of their sales system: operations, technology, enablement and more. We follow up in this post with a more granular look at the output those systems produce…the relationships that your sellers create with your buyers. Findings from our recently published 2019 Sales Performance Report, indicate major changes in how those relationships are acquired, grown and retained.
As we dove into this year’s data on operational metrics, we uncovered something very interesting. Although sales leaders are finding a way to make their overall numbers, their sales teams aren’t getting any better at the three leading indicators of long-term success: conversion rates, win rates and quota attainment.
Download the CSO Insights 2019 Sales Performance Report: Selling in the Age of Ceaseless Change
Are You Riding the Wave?
This seems to suggest that many sales leaders