NOW AVAILABLE: CSO Insights 2019 World-Class Sales Practices Study

When we released our 2017 World-Class Sales Practices Study, we noted the sobering fact that quota attainment was on a five-year decline and approaching an all-time low. Our newly released 2019 World-Class Sales Practices Study tells a very different story: quota attainment (while still only 57%) has rebounded, and revenue plan attainment is up to a three-year high of 101%.
As Shakespeare famously warned though, all that glitters is not gold. Sales leaders should be cautious of reading too much into these metrics. Keep in mind that global GDP (calculated over 153 countries) increased 10% since our last World-Class study as well. When you dig beneath the lagging indicators, a less-shiny reality emerges.
At the same time that revenue-oriented metrics are going up, win rates, seller retention, effectiveness and depth of customer relationship are all flat or down. (click to tweet)
Increasing buyer expectations are applying pressure to the sales process while organizational