I took the time to review some of the more stunning industry data from the past year. For instance, even as sales effectiveness continues to decline, 92.5% of firms raised their revenue targets for 2016. It remains to be seen how many of them achieved those targets, but if the trend of nine years holds, it’s unlikely to be an encouraging number.
Several interesting sets of data came out of research by CSO Insights, including some very interesting insights regarding the importance of the customer journey. For instance, while aligning with the customer journey can increase win rates by 15% and exceptional customer journey training increases quota attainment by up to 32%, only 44.6% of sales organizations align their sales process with the customer journey.
As with all statistics, take these with a grain of salt. While they come from trusted sources, there’s always room for error and bias, but I think they’re worth reviewing. Here are 19 more 2016 statistics to ponder.
How did performance in your company compare to industry statistics?
What stood out for you? Post your favorite stats in the comments.
1 [Source: CSO Insights]
2 [Source: CSO Insights]
3 [Source: SBI]
4 [Source: Salesforce Training]
5 [Source: Caliper Corp]
George is the founder & CEO of Membrain, the Sales Enablement CRM that makes it easy to execute your sales strategy. A life-long entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. With the life motto "Don't settle for mainstream", he is always looking for new ways to achieve improved business results using innovative software, skills, and processes. George is also the author of the book Stop Killing Deals and the host of the Stop Killing Deals webinar and podcast series.
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