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.
A 2015 CSO Insights study on Sales Enablement Optimization discovered that a broad spectrum of companies are investing in five key areas of sales enablement this year: Collaboration, tech-enabled training, content management, virtual coaching, and analytics.
Although sales performance has been struggling for several years, in some ways sales organizations seem to be on the cusp of a renaissance, thanks to the availability of new predictive tools and automation that promise to re-energize sales by massively improving efficiency.
The RAIN Group Center for Sales Research has released a sales performance study featuring interviews with 472 sales executives, and the results are illuminating. Among other things, the study asked participants, who represent companies with sales forces ranging from 10 to 5,000-plus sellers, to rank their priorities for 2016.