Each year, CSO Insights, the research division of Miller Heiman Group, analyzes the state of sales performance to address the all-important questions concerning today’s sales leaders — Namely, what are the numbers? And, more importantly, how are sales leaders getting to them?
These findings are compiled in an annual report focused on the state of sales performance. Here are three of the key findings from this year’s report, titled “Selling in the Age of Ceaseless Change”:
- Sales leaders are finding a way to meet their numbers, despite having an underperforming salesforce - Sale leaders are finding a way to make their numbers, but it isn’t by improving the performance of their sales team. The study shows 15 of 16 basic selling skills are worse than they were a year ago.
- Customer-centric companies have an edge on the competition - The reports finds that top-performing businesses have three things in common: (1) They have a customer-centric vs. a sales-centric culture (2) They’ve tightly aligned their sales processes to the customer experience and (3) They have adopted a more modern selling approach of providing perspective and insights to customers.
- Sales transformation is only four steps away - While all are necessary, most companies find that one of these initiatives is most relevant to the near-term success of their sales organization: Generate more leads, Capture new business/new logo accounts, Expand business in existing accounts, improve win rates.
To read through the full report, please visit: https://www.millerheimangroup.com/resources/news/cso-insights-by-miller-heiman-group-releases-2018-2019-sales-performance-study-selling-in-the-age-of-ceaseless-change/
