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Figures from Increase Win Rates & Beat Your Sales Goals

About the Benchmark Report

Published by: The RAIN Group Center for Sales Research
Authored by: Mike Schultz, John Doerr, and Mary Flaherty
Permission: We grant you permission to republish the figures on this page provided you include proper attribution and a link to RAIN Group. Please use "The RAIN Group Center for Sales Research" when introducing the study, and include a link to download the free report, Increase Win Rates & Beat Your Sales Goals in 2016, somewhere in your article.

While quite a bit of research has been published on what sellers do to achieve top performance, there’s relatively little on what separates top-performing sales organizations from the rest. To find out, we gathered research data from 472 respondents (80% executives, 20% sellers) representing companies with sales forces ranging from 10 sellers to 5,000+. Respondents were located in the Americas, EMEA, and Asia-Pacific regions, and represented 26 industries.

Our purpose was to study what the Top-Performing Sales Organizations do differently than The Rest to achieve this status. Top Performers have significantly higher win rates than The Rest—62%, compared to 40%, respectively. This is a 22-percentage point difference. Even incremental improvements in win rate have a dramatic impact on revenue and profitability. In Increase Win Rates & Beat Your Sales Goals in 2016, we share highlights from this study, with a special focus on driving higher opportunity win rates.

The figures below are those included in the white paper, which highlights data from The Top-Performing Sales Organization Benchmark Report (RAIN Group, 2015). 


Figure 1. Win/Loss Rates


Figure 2. Top Performance and Win Rate


Figure 3. Sales Process Maturity and Win Rate


Figure 6. Sales Performance Targets (Quotas) Are Challenging
Figure 7. Sales Performance Targets (Quotas) Are Achievable
Figure 8. Met Sales Goal
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Figure 9. The Value-Driving Difference


Figure 10. Sales Process Maturity of Value-Driving Sales Organizations
Figure 11. Sales Method Maturity of Value-Driving Sales Organizations
Figure 12. SAM Maturity of Value-Driving Sales Organizations
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Figure 13. Value-Driving Sales Organizations Have More Effective Sales Training
Figure 14. Value-Driving Sales Organizations Have Greater Investment in Sales Training
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Figure 15. Sales Process Maturity by Sales Performance



Figure 16. Three of the Top Four Sales Initiative Priorities



Figure 17. Sellers Have the Skills They Need to Find and Win Business Consistently and at a High Level



Figure 18. Sales Skills in Value-Driving vs. Non-Value-Driving Sales Organizations


Figure 19. Sales Training Effectiveness by Performance
Figure 20. Investment and Focus on Sales Training by Performance
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Figure 21. Capabilities Correlate with Win Rate



Figure 22. Sales Training Effectiveness and Motivation


Figure 23. Company Leaders Prioritize Improving Sales Force Effectiveness
Figure 24. When Our Company Leaders Set a Priority, the Priority Gets Done
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