A new sales performance report from CSO Insights shows that even in turbulent times, firms with better customer relationships and processes have a better chance at success.
The study results indicate the percentage of sales reps meeting or exceeding their quotas is down more than two points from last year. Many other performance statistics have remained flat or declined as well.
“The numbers continue to mount in favor of firms that implement sales process and enable this with appropriate technologies,” says Jim Dickie of CSO Insights. “It is apparent to everyone that 2009 will represent a host of new challenges for chief sales officers, but we see some firms much better able to anticipate and adapt to this difficult environment; others need to ground themselves and focus on those initiatives that will pay dividends this year.”
