RAIN Group Sales Blog

Gartner’s 2026 CSO Outlook highlights a central challenge for sales leaders: balancing growth and cost. Too often, the focus falls on cutting expenses (getting lean) when the real opportunity lies in improving win rates (growing the pie). Every percentage point increase in win rate delivers outsized profit growth because most sales costs stay fixed. Even a five-point improvement can generate millions in additional revenue, without adding headcount, territories, or technology.

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