Improving the performance of the sales teams you already have is a strategic way to optimize your performance in 2016. View the complete presentation from Jim Dickie's recent webinar to learn more about the latest insights from CSO Insights research.

1. Optimizing Sales Performance in 2016:
Business Case for Sales Training

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• Sales Performance Research and Benchmarking Firm
• Survey Thousands of Firms Each Year Worldwide
• Focus on Understanding Challenges, Causes, and Solutions
2016 SPO Study Currently Underway
Give Us your Input,
We’ll Give You the 150+ Page Analysis
Email me at Jim.dickie@csoinsights.com

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40%
50%
60%
70%
2014 2013 2012 2011 2010 2009
58.1% 58.2%
63.0% 63.0%
59.4%
51.8%
Percentage of Salespeople Making
Quota
2009 - 2014

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So how’s that working for you? – Dr. Phil
94.5% of Firms
Raised Goals

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Today we have a surplus of “similar” companies,
employing “similar” people,
with “similar” backgrounds,
coming up with “similar” ideas,
producing “similar” things,
with “similar” quality & “similar” pricing!
Kjell Nordström & Jonas Ridderstråhle
– Funky Business

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Win Rate
of Forecast Deals
45.9%
49.3%
Seriously?
Odds of
Winning at Craps

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Multiple Decision Makers
Multiple Influencers
Multiple Agendas
- Modern Buyers
- Procurement Buyers
- Generational Buyers
- Old School Buyers
- Stereotypical Buyers

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Sales Force Enablement:
A strategic, cross-functional discipline
designed to increase sales results and productivity
by providing integrated content, training and coaching
services for salespeople and frontline sales managers
along the entire customer’s journey,
powered by technology.

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Level 1:
Level 2:
Level 3:
Level 4:
Random
Informal
Formal
Dynamic
13.2%
of firms
45.3%
of firms
26.8%
of firms
14.7%
of firms

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Trusted
Partner
Strategic
Contributor
Solutions
Consultant
Preferred
Supplier
Approved
Vendor
Random
Process
Informal
Process
Formal
Process
Dynamic
Process

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Meets/Exceeds
Expectations
Needs
Improvement
47.7%
52.3%

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Sales Training
Meets Expectations:
$2,489/Rep
Sales Training
Needs
Improvement:
$2,202/Rep
Sales Training
Exceeds Expectations:
$2,885/Rep
$673/Rep Difference
Between NI and EE Groups

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Sales Training
Meets Expectations:
47.3% Win Rate
Sales Training
Needs
Improvement:
39.3% Win Rate
Sales Training
Exceeds Expectations:
52.3% Win Rate

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Understanding the Customer’s Buying Process
Training: NI
29.8% Meets
or Exceeds
Training: EE
76.7% Meets
or Exceeds

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Differentiation versus the Competition
Training: NI
38.9% Meets
or Exceeds
Training: EE
83.6% Meets
or Exceeds

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Align Solution to Customer Journey
Training: NI
36.0% Meets
or Exceeds
Training EE
83.6% Meets
or Exceeds

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Coaching on Pursuing Right Opportunities
Training: NI
14.9% Meets
or Exceeds
Training: EE
78.9% Meets
or Exceeds

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Coaching on Selling Value/Avoiding Discounting
Training: NI
35.3% Meets
or Exceeds
Training: EE
80.0% Meets
or Exceeds

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Training: NI
Total Turnover
26.2%
Training: ME/EE
Total Turnover
14.1%

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$672/Rep Increased
Investment
Less Sales Force Churn
Higher Margins
Better Seller Buyer Alignment
More Predictability
More Revenues
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Build: 47.4% of Firms Buy: 52.6% of Firms

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Cost
Adoption
Impact
Build Buy
Ratings

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Cost
Adoption
Impact
Build Buy
Ratings

Difference of $67/Rep/Year
Between Build and Buy
Assume 100 Sales People
Savings of $6,700/Year

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Cost
Adoption
Impact
Build Buy
Ratings

Sales Process Adoption:
Level 3 – Formal or Level 4 Dynamic
Build: 41.0% of Firms Surveyed
Buy: 58.5% of Firms Surveyed


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Cost
Adoption
Impact
Build Buy
Ratings



Sales Effectiveness Ratings as
Related to Build Versus Buy
Training:
Build
Training:
Buy
World-class Rating 4.5% 9.7%
Very Effective Rating 7.1% 18.1%
Effective Rating 36.5% 26.9%

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Cost
Adoption
Impact
Build Buy
Ratings




Percent of Overall Plan Attainment
Build: 87.1%
Buy: 90.4%
$100M Company Generates
$3.3M in Topline Revenue
Why Build if You Can Buy?

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RESEARCH DATA EXPERTISE
Research, Data and Expertise Sales Leaders Respect and Trust Globally.
Best Practice
Frameworks & Trends
Sales Performance &
Productivity Research
Peer & Standard
Benchmarking
Assessment &
Measurement Tools
In-person & Online
Executive Networking
Advisory
We provide sales analysis and decision making support to sales
leaders: the individuals who are responsible for the creation and
execution of the sales strategy.

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How Effectively are You Connecting with Your Clients?
How Well are You Supporting Your Sales Teams?
What is the “Cost of Doing Nothing” to Change?