/EINPresswire.com/ BOULDER, CO – February 3, 2012 – CSO Insights announces the release of their 18th annual Sales Performance Optimization (SPO) study. Over 1,500 firms worldwide took part in the 2012 research effort. The survey participants provided input on over 100 metrics which yielded a wealth of insights into how sales organizations performed in 2011, the challenges they face in 2012, and what are firms doing to address those issues.
After witnessing the number of sales people meeting quota in 2009 fall to 51.8%, the number climbed up to 59.4% in 2010, and rose again 63.0% in 2011. This in turn contributed to higher overall revenue plan attainment for companies, with the 2009, 2010, and 2011 figures being 77.9%, 85.9%, and 88.9% of plan, respectively.
“The resilience of sales forces in the face of uncertain economic and political times continues to be impressive ,” said Barry Trailer, managing partner. “But doubts are surfacing regarding continued improvements in sales. A case in point is while 94% of the firms surveyed stated that they’ve raised revenue targets for 2012 – an all-time study high; only 4% of those sales executives said they could easily meet those goals – an all-time study low. “
“Increases in revenue goals need to be backed by investments in sales rep efficiency and effectiveness,” added Jim Dickie, managing partner. “The study uncovered a wide variety of factors that can positively impact sales performance including optimizing lead generation, better alignment of the sell cycle and the buy cycle, and leveraging CRM 2.0 technologies such as sales collaboration, sales management analytics, and sales intelligence. Best-in-class sales organizations that focus on formalizing their sales process and deepening their relationship with customers are significantly outselling their competitors.” See table below)
Based on the large pool of data, in addition to the 200+ page analysis based on all the survey responses, CSO Insights has also created benchmark reports for vertical industries. These include Manufacturing, Professional Services, Banking, Insurance, Software, Advertising/PR/Media, Distribution, Medical Devices, Telecom, and Travel & Hospitality. Details on the study can be found on the 2012 Sales Performance Optimization webpage or can be obtained by contacting Laura Andrus at Laura.Andrus@csoinsights.com
About CSO Insights
CSO Insights (http://www.csoinsights.com) is a sales and marketing effectiveness research firm that specializes in measuring how companies are leveraging people, process, technology, and knowledge to improve the way they market and sell to customers. For 17 years, CSO Insights’ surveys of over 12,000 sales effectiveness initiatives has been the standard for tracking the evolution of how the role of sales is changing, revealing the challenges that are impacting sales performance, and showing how companies are addressing these issues.
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• To interview Jim Dickie, please email Jim.Dickie@csoinsights.com or call 303-521-4410
• To interview Barry Trailer, please email Barry.Trailer@csoinsights.com or call 415-924-3500 .
• To obtain a PDF copy of the full report, please email Kim Cameron at kim.camerson@csoinsights.com or call 775-831-9013
• Tag: sales performance, sales effectiveness, sales optimization
CSO InsightsL1 Sales L2 Sales Ll 3 Sales
2012 SalesForces: Forces: Forces
Performance 2011 2011 2011
Optimization
Study –
Level Comparison
% Reps
Making Quota55%61% 68%
% of Company
Plan Attainment86%89% 92%
% Forecast
Wins43%49% 54%
