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The Top-Performing Sales Organization

Discover what separates the best sales organizations from the rest.

What do sales organizations with the highest win rates, revenue growth, and sales goal achievement do differently than the rest? Where do they focus and what factors make the biggest difference for success?

In the Top-Performing Sales Organization research, we set out to answer these questions.

While quite a bit of research has been published on what separates top sellers from the rest, there’s relatively little on what organizations are doing.

We studied 472 sellers and executives representing companies with salesforces ranging in size from 10 to 5,000+. 37% of respondents had less than $50M in revenue, 38% had between $50m and $1B in revenue, and 27% had greater than $1B in revenue. Respondents were located in the Americas, EMEA, and Asia-Pacific, and represented 26 industries.

We analyzed results across the 8 categories of the Sales Performance WheelSM and studied the factors that correlated to higher win rates. We learned that the Top-Performing Sales Organizations, across all industries and company sizes, are strong in similar areas that have great impact on their sales organization’s performance.

Learn What Top Performers Do

Learn What Top Performers Do

Top-Performing sales teams have significantly higher win rates, revenue growth, and sales goal attainment than The Rest. Our research analyzes what Top Performers do differently to achieve this level of success and provides expert commentary and tips.

Stay Ahead of the Competition

Stay Ahead of the Competition

Sales is constantly changing. What worked yesterday may not work today. The RAIN Group Center for Sales Research allows you to stay up-to-date with ongoing fresh research, analyzing the changing buyer landscape and what works today.

Benchmark Your Organization

Benchmark Your Organization

We regularly benchmark sales organizations against our proprietary database of Top Performers. You can learn how you stack up and exactly where your gaps lie. We’ll then build you a plan to become a Top-Performing Organization. Learn more.

Exclusive Access for Center for Sales Research Panelists and RAIN Group Clients

Top-Performing Sales Organization research is only available to CSR Research Panelists and RAIN Group corporate clients. Panelists and clients get:

  • The Top-Performing Sales Organization benchmark report
  • New research briefs every month including Top 12 Differences between Top Performers and the Rest, Motivation and Sales Goal Achievement, and Sales Skills of Goal Achievers
  • Early access to research findings
  • Exclusive analyst time discussing how the results apply to your organization
  • The Value-Driving Sales Organization research report

Top Performers Significantly Outperform The Rest

62%

is the average Top Performer opportunity win rate. The Rest achieve only a 40% win rate.

100%

of Top-Performing Organizations meet their annual sales goals vs. just 49% of The Rest.

58%

of Top Performers agree they are able to capture maximum prices, compared to only 41% of The Rest.

Top-Performing Sales Organizations achieve significantly better sales results than The Rest. Our research uncovers exactly what they do to achieve these results and provides tips to help you join their ranks.

3 Great Ways to Learn More

8 Drivers of Sales Performance

8 Drivers of Sales Performance

What should you do and where should you invest to get the most out of your sales team? This white paper will help you answer these questions.

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Benchmark Your Organization

Learn how you stack up compared to Top Performers and what you need to do to join their ranks.

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