Posts with Category "Sales Research"

What Separates the Best Sales Organizations from The Rest?
By Mike Schultz

sales performance research

One of our primary goals at the RAIN Group Center for Sales Research is to find out what real sellers and sales leaders are doing to achieve their results. With What Sales Winners Do Differently, we wanted to know what individual sellers do to win sales opportunities compared to those who come in second place.

In our recent Top-Performing Sales Organization study, we shifted our scope to an organizational scale, looking to answer the question: what do the Top-Performing Sales Organizations—those with the best sales results—do differently than The Rest?

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9 Guidelines for Leading a Sales Performance Analysis
By Mike Schultz

sales performance analysis

Sales performance analysis is typically quite involved and complex. It’s no easy task to figure out how to improve, change, or build a sales strategy. But for those sales leaders who are taking a longer-term view and looking into sales performance optimization, a performance analysis is a necessary precursor.

Like other kinds of initiatives that can drive a business’ competitiveness and success, sales performance optimization doesn’t happen overnight. Unfortunately, anything that takes successive quarters or years is a particularly odd fit in the world of selling where the line of sight rarely extends beyond the end of the current quarter.

Should sales leaders take a longer-term view, they tend to reap the benefits and get outsized returns.

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Average Sales Win Rates: How Do You Compare?
By Mike Schultz

sales win rate

Two sellers are talking at the end of the day. One turns to the other and asks, “How was your day?”

“I had a great day,” the second seller says. “I sent out two proposals this morning, had a great first meeting with a new potential buyer, and finally got a meeting with a decision maker I’ve been trying to reach for a year!” Feeling proud, he asks the first seller, “How was your day?”

He answers, “I didn’t sell anything either.”

This is one of the challenging-yet-great things about sales. It’s measurable. At some point, you have to bring in the wins or you fail. Which begs the question, “What brings in the wins?”

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The Top 10 Sales Priorities for 2016
By Mike Schultz

top 10 sales priorities from sales research

Now is the perfect time for sales leaders to analyze their results from the past year and plan priorities for the year ahead.

In our RAIN Group Center for Sales Research study, we asked 472 sales executives and sellers about what they considered to be their top priorities.

From the results, we pulled the following top 10 sales priorities for the year ahead.

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[New White Paper] 8 Drivers of Sales Performance
By Erica Stritch

sales performance white paper

In the mid-1990s, a fairly common sales strategy was to give a seller a desk, a phone, a business directory, and say, "Go."

Fast forward to today, and selling has become significantly more complex. Companies report ever-increasing challenges regarding product and service commoditization, proliferation of competition, and more informed and sophisticated buyers.

With the rare opportunity to dominate in sales based on product differentiation, with most companies having already squeezed excess cost out of their P&Ls, and with fewer opportunities to get ahead through mergers and acquisitions, there's one last vast sea of opportunity for driving sales and profits higher: sales performance optimization.

But there are hundreds of factors that affect sales performance. The question is: what should you do and where should you invest to get the best results?

Download 8 Drivers of Sales Performance now.

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