Sales and Sales Management Blog

March 18, 2011

Richardson and CSO Insights Offer Free Sales Effectiveness Report

Filed under: Uncategorized — Paul McCord @ 9:38 am

Richardson is offering a complimentary copy of the CSO Insights report, “Sales Performance Optimization: 2011 Key Trends Analysis.”

The report is based on a 20 minutes online survey that was completed by 2.000 companies.  Manufacturing companies accounted for 37.1% of the participants, while service companies made up 45.7% and “other” accounting for 17.2%.  Over 58% of the companies participating have less than 25 sales people, with about 11.5% having between 25-50 salespeople.  Companies with 51-250 reps make up the second largest category at 13.3%.  Combining the last two groups, those with 251-500 reps and those with over 500 reps, accounts for over 16% of all respondents.

Without going into great detail, some of the report’s findings are:

  • Sales reps generated the largest single year’s increase in the number making their quota—a total of 59.4% of respondent’s salespeople made quota in 2010
  • Turnover rates for salespeople were down, with a turnover rate of only 25.7%–almost evenly split between those reps let go and those that left voluntarily.
  • Surprise!!!  Sales and Marketing are still not aligned
  • Win rates of projected deals are near an all-time low
  • CRM adoption is increasing

When you download the report you’ll find both more detail and more findings.

CSO Insights doesn’t leave you hanging about what to do in 2011.  Naturally, the report is designed to help CSO Insights sell their services, so don’t expect to be given a golden roadmap to success—but the insights from the report and the discussion concerning a “Sales Performance/Process Matrix” can help give some structure to your thinking about how to excel in 2011.

Grab you free download of the report HERE

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4 Comments »

  1. […] Richardson as well as CSO Insights Offer Free Sales Effectiveness Report … […]

    Pingback by Office Supplies » Blog Archive » Fear Selling: Verkaufen mehr schneller zu verkaufen. — March 23, 2011 @ 10:08 am | Reply

  2. […] Richardson and CSO Insights Offer Free Sales Effectiveness Report … […]

    Pingback by Fear Selling: Sell More And Sell Faster. | How To Stop Someone From Snoring — March 24, 2011 @ 9:11 pm | Reply

  3. These are fascinating results especially as one of my clients is about to launch a sales productivity tools.

    I have tracked salesforce numbers that are decreasing over time. It would be interesting to trace the importance of all sales media. What is the future of the selling? Hopefully not with residents in multi nation call centres!

    As selling is a vital communication process, I am one marketer that integrates selling in the marketing plans and strategies

    Comment by Maria Charlton — April 7, 2011 @ 4:51 am | Reply

  4. […] Richardson as well as CSO Insights Offer Free Sales Effectiveness Report … […]

    Pingback by Office Supplies » Blog Archive » Fear Selling: Sell More And Sell Faster. — April 13, 2011 @ 4:04 pm | Reply


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