CEOs: 47% failure rate in sales is unacceptable!

For the third year in a row, sales effectiveness has declined across all industries. According to the latest CSO Insights report, the average sales organization achieved 53% of its goal in 2017. That’s a problem, and not just a theoretical one. Declining sales performance correlates directly, across the board, to declining revenue plan attainment.

18 Critical Questions CEOs Need to Ask Their Sales Managers

As a CEO or business leader, you need to have regular conversations with your sales managers. This is true regardless of your managers’ skill level.

CEOs: Are your sales people systematically outselling the competition?

“It is not the strongest species that survives, nor the most intelligent. It is the one that is most adaptable to change.”

This quote rings true in our competitive market economy. Over the last few decades, we’ve seen impressive improvements in efficiency and quality when it comes to production and other business processes. But how much has your sales process evolved and improved?