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.
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.
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.
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.
Top-Performing Sales Organization research is only available to CSR Research Panelists and RAIN Group corporate clients. Panelists and clients get:
is the average Top Performer opportunity win rate. The Rest achieve only a 40% win rate.
of Top-Performing Organizations meet their annual sales goals vs. just 49% of The Rest.
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.