Highlights from the 2018-2019 Sales Performance Study

There is no doubt that the sales profession is undergoing rapid change: Technology is advancing, making our lives both simpler and more complex at the same time. New markets are opening up. Customers’ buying habits are changing. The products we represent are becoming ever-more sophisticated.
The results from our 2018–2019 Sales Performance Study are now available in a new report: Selling in the Age of Ceaseless Change. This report reflects how organizations are adapting to these changes and provides insights into what’s working and what isn’t. Here are a few highlights from the report:
More organizations are achieving their revenue numbers (93.9% this year as opposed to 88.9% last year), but quota attainment and win rates remain stagnant. Sales leaders are finding a way to make their numbers, which is critical to survival, but they aren’t doing it by improving the effectiveness of their teams. This does not bode well for long-term