CSO Insights Sales Management Optimization Study...
...Shows Win Rates at an All-Time Low
/EINPresswire.com/ BOULDER, CO, May 18, 2010 -- CSO Insights today released the results of their inaugural Sales Management Optimization (SMO) study that surveyed over 625 companies worldwide to assess the challenges facing the people leading sales teams, why these problems exist, and what they are doing to successfully address them.
"In the 16 years we've been tracking win rates of forecast deals, the current number of 44.8% is an all-time low," said Jim Dickie, Managing Partner for CSO Insights. "After watching the stock market drop 1,000 points in one day, we can't rely on an economic upturn reversing this trend. Considering that 85% of the firms we surveyed said they raised quotas for this year, companies need to take matters into their own hands if they're going to hit their 2010 revenue targets; a critical success factor will be how well the people leading sales teams are able to coach their people."
The 2010 SMO study surveyed sales organizations across 75+ metrics and found that many companies are looking to successful sales reps as the talent pool for the next sales managers. But companies making the necessary investments to develop these individuals as successful managers are the exception rather than the rule.
"Our study found that 46% of companies surveyed are spending less than $1,500 a year on sales management training and less than one in five has any type of sales management analytics in place," said Barry Trailer, Managing Partner for CSO Insights. "With the complexity of the job of sales manager increasing, we have to invest more in giving these individuals the tools and training they need to coach and mentor their teams if we expect to see win rates improve, margins stabilize, sell cycle times start to decrease, etc."
Details on the 60 page 2010 SMO Key Trends Analysis and survey results addendum can be found at http://www.csoinsights.com/Publications
About CSO Insights
CSO Insights is a research firm that specializes in benchmarking how companies are leveraging people, process, technology, and knowledge to optimize the way they market and sell to customers. Over the past 15 years, CSO Insights' sales effectiveness survey of over 10,000 sales effectiveness initiatives has become the benchmark for tracking the evolution of how the role of sales is changing, the challenges that are impacting sales performance, and most importantly, what companies are doing to address these issues.
For more information on this research go to: www.csoinsights.com
Contact Laura Andrus for more information: Laura.Andrus@csoinsights.com or 716-745-1056.
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/EINPresswire.com/ BOULDER, CO, May 18, 2010 -- CSO Insights today released the results of their inaugural Sales Management Optimization (SMO) study that surveyed over 625 companies worldwide to assess the challenges facing the people leading sales teams, why these problems exist, and what they are doing to successfully address them.
"In the 16 years we've been tracking win rates of forecast deals, the current number of 44.8% is an all-time low," said Jim Dickie, Managing Partner for CSO Insights. "After watching the stock market drop 1,000 points in one day, we can't rely on an economic upturn reversing this trend. Considering that 85% of the firms we surveyed said they raised quotas for this year, companies need to take matters into their own hands if they're going to hit their 2010 revenue targets; a critical success factor will be how well the people leading sales teams are able to coach their people."
The 2010 SMO study surveyed sales organizations across 75+ metrics and found that many companies are looking to successful sales reps as the talent pool for the next sales managers. But companies making the necessary investments to develop these individuals as successful managers are the exception rather than the rule.
"Our study found that 46% of companies surveyed are spending less than $1,500 a year on sales management training and less than one in five has any type of sales management analytics in place," said Barry Trailer, Managing Partner for CSO Insights. "With the complexity of the job of sales manager increasing, we have to invest more in giving these individuals the tools and training they need to coach and mentor their teams if we expect to see win rates improve, margins stabilize, sell cycle times start to decrease, etc."
Details on the 60 page 2010 SMO Key Trends Analysis and survey results addendum can be found at http://www.csoinsights.com/Publications
About CSO Insights
CSO Insights is a research firm that specializes in benchmarking how companies are leveraging people, process, technology, and knowledge to optimize the way they market and sell to customers. Over the past 15 years, CSO Insights' sales effectiveness survey of over 10,000 sales effectiveness initiatives has become the benchmark for tracking the evolution of how the role of sales is changing, the challenges that are impacting sales performance, and most importantly, what companies are doing to address these issues.
For more information on this research go to: www.csoinsights.com
Contact Laura Andrus for more information: Laura.Andrus@csoinsights.com or 716-745-1056.
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