Independent Sales Research

Every year independent research company CSO Insights surveys over 1,300 organizations to understand their sales issues. The resulting survey is the definitive research on the state of selling, and has helped Salesnet fine-tune its products and services for the changing business needs of the market, and can help you understand where you are, and more importantly where you need to be.

We consider it the essential guide to get you thinking, and that's why we're excited to be able to bring it to you. Once you've read it, please contact us because we've helped thousands of companies chart a course to improve the performance of their selling teams. From revenues, to customer loyalty, to margins, to cycle times, to sales effectiveness, we've helped companies get there. And because we want to be your trusted guide, we're in it with you for the long haul.

Survey Highlights Include

Survey Introduction
Independent research firm CSO Insights reports the good, bad and ugly of selling from over 1,300 companies surveyed.
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Top Sales Goals Research
Increasing revenues, sales effectiveness and market share top the goals for selling organizations. What are your goals?
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Top Sales Goals - Financial Services
The land-rush of customer acquisition of the late '90s is over and now financial services companies are focused on increasing customer loyalty to improve revenue opportunities.
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Top Sales Goals - High Technology
In high technology there is still a focus on adding new customers and getting more from the salespeople they already have.
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Quota Performance Research
Salespeople who use a methodology have a 17% higher quota attainment. Do you use a sales best practice?
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Length of Average Sales Cycle
Sales cycles are getting longer because of increased competition, and increased buyer workloads and higher-level sign-off.
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Ability to Close Business
In regards to closing business, 70% of companies rated average or below, which given overall win rates, is far from being good enough.
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Sales Ramp Up Research
40% of companies take longer than six months to ramp up their salespeople to full revenue generation. What are you doing to ramp up your sales team more quickly?
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Sales Methodology Use
Companies are increasingly looking to deploy a sales methodology to drive their sales performance. Are your competitors? Are you?
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Up-Sell/Cross-Sell Research
Customer choice and the growing complexity of product lines are making increasing the average deal size more difficult. Find out where companies think they are.
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Implementing Customer Care Programs
A higher focus on customer retention and a lack of clarity over who “owns” the customer has led to mixed results.
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Administrative Burden Placed on Salespeople
More companies report that the administrative burden being placed on their salespeople is increasing. That means more salespeople are spending less time selling.
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