<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=255109411347912&amp;ev=PageView&amp;noscript=1">
// Resources

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_1_Web.png

Figure 2. Top Performance and Win Rate

Figure_2_Web.png

Figure 3. Sales Process Maturity and Win Rate

Figure_3_Web.png



Figure 6. Sales Performance Targets (Quotas) Are Challenging
Figure 7. Sales Performance Targets (Quotas) Are Achievable
Figure 8. Met Sales Goal
Figure_6_Web.png Figure_7_Web.png Figure_8_Web.png
Top-Performer_Key_Web.png

 

Figure 9. The Value-Driving Difference
Figure_9_Web.png
Value-Driving_Key_Web.png

 

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
Figure_10_Web.png Figure_11_Web.png Figure_12_Web.png
World-Class_Key_Web.png

 

Figure 13. Value-Driving Sales Organizations Have More Effective Sales Training
Figure 14. Value-Driving Sales Organizations Have Greater Investment in Sales Training
Figure_13_Web.png Figure_14_Web.png
Value-Driving_Key_Web.png

 

Figure 15. Sales Process Maturity by Sales Performance

Figure_15_Web.png

 

Figure 16. Three of the Top Four Sales Initiative Priorities

Figure_16_Web.png

 

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

Figure_17_Web.png
Top-Performer_Key_Web.png

 

Figure 18. Sales Skills in Value-Driving vs. Non-Value-Driving Sales Organizations
Figure_18_Web.png
Value-Driving_Key_Web.png

 

Figure 19. Sales Training Effectiveness by Performance
Figure 20. Investment and Focus on Sales Training by Performance
Figure_19_Web.png Figure_20_Web.png
Top-Performer_Key_Web.png

 

Figure 21. Capabilities Correlate with Win Rate

Figure_21_Web.png

 

Figure 22. Sales Training Effectiveness and Motivation
Figure_22_Web.png
Extremely_Effective_Key_Web.png

 

Figure 23. Company Leaders Prioritize Improving Sales Force Effectiveness
Figure 24. When Our Company Leaders Set a Priority, the Priority Gets Done
Figure_23_Web.png Figure_24_Web.png
Top-Performer_Key_Web.png
Request A Consultation