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4 Keys to Improving Sales Performance

blog author
Written by Mike Schultz
President, RAIN Group

While quite a bit of research has been published on what sellers need to do to achieve top sales performance, there’s relatively little on what separates top-performing sales organizations from the rest. To find out, the RAIN Group Center for Sales Research gathered data from 472 respondents representing companies with sales forces ranging in size from 10 sellers to 5,000 plus and published the results in the Top-Performing Sales Organization Benchmark Report.

The purpose of the study was to find out what the Top-Performing Sales Organizations do differently than The Rest, and what you need to do improve your sales performance. We considered the following when defining Top Performance:

  • High win rates
  • Meeting annual sales goals
  • Whether or not sales goals were challenging
  • Capturing maximum prices in line with value provided

The Top Performer group represents the top 20% of respondents to our study.

One surprising finding is just how much higher Top Performer win rates (from proposal to close) are compared to The Rest: 62% vs. 40% respectively. This represents a 22-percentage point difference. Even incremental improvements in win rate have a dramatic impact on revenue and profitability.

4 Ways to Increase Win Rates, Beat Your Sales Goals, and Improve Performance

The leaders and organizations that do prioritize improving sales performance, make the right choices on where to focus, invest in their sellers, and can achieve what they set out to, will enjoy the reward of the ever increasing win rate.

It all starts with you.

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Topics: Sales Performance Improvement