Sales Performance Rebounded in 2010...

Can it Be Sustained in 2011?

/EINPresswire.com/ BOULDER, CO - February 1, 2011 -- CSO Insights announces the release of their 17th annual Sales Performance Optimization (SPO) study. Over 2,000 firms worldwide took part in the 2011 research effort. The survey participants provided input on over 100 metrics which yielded a wealth of insights into how sales organizations performed in 2010, the challenges they face in 2011, and what are firms doing to address these challenges.

Key findings show that the percentage of sales people making quota rose from 51.8% in 2009 to 59.4% in 2010, leading to company-wide revenue plan attainment improving from 77.9% to 84.7% on a year-to-year comparison basis. While these were major improvements, win rates of forecast deals remained near all-time study lows, coming in at 46.4%.

"We applaud the efforts of sales teams who found ways to hit their higher numbers last year," said Jim Dickie, managing partner. "But the study data show many sales people made their quotas in 2010 by working harder, and not necessarily smarter. With 92% of the firms surveyed reporting that they have increased quotas for 2011, companies are going to have to find ways to get win rates back up above 50%. This will require new methods for increasing the effectiveness of their sales organizations."

"The study uncovered a wide variety of sales effectiveness initiatives companies are considering e (see chart below) to continue to improve sales performance," added Barry Trailer, managing partner. "Clearly there are many things you can do to more effectively leverage people, process, technology and knowledge. But in looking at best-in-class sales teams, we found they focused on two issues: 1) optimizing the way they sell and 2) increasing the level of relationship they have with their clients,"

Based on the large pool of data, in addition to the 200+ page analysis prepared based on all the survey responses, CSO Insights has also created benchmark reports for vertical industries. These include high technology, manufacturing, professional services, financial services, advertising/PR/media, distribution, medical products, telecom, etc. Details on the study can be found on the 2011 Sales Performance Optimization webpage or can be obtained by contacting Laura Andrus at Laura.Andrus@csoinsights.com.

About CSO Insights

CSO Insights (http://www.csoinsights.com) is a sales and marketing effectiveness research firm that specializes in measuring how companies are leveraging people, process, technology, and knowledge to improve the way they market and sell to customers. For 17 years, CSO Insights' surveys of over 12,000 sales effectiveness initiatives have been the standard for tracking the evolution of how the role of sales is changing, revealing the challenges that are impacting sales performance, and showing how companies are addressing these challenges.

Media • To interview Jim Dickie, please email Jim.Dickie@csoinsights.com or call 303-521-4410

• To interview Barry Trailer, please email Barry.Trailer@csoinsights.com or call 415-924-3500
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• To obtain a PDF copy of the full report, please email Kim Cameron at kim.camerson@csoinsights.com or call 775-831-9013

• Tag: sales performance, sales effectiveness, sales optimization


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