At The TAS Group, we just recently completed a global study of sales performance. The full report will probably be available by late April. If you want a copy email me ddaly (at) the tasgroup (dot) com.
The statistics are pretty revealing – so I thought I would share them with you now.
33% of sales people made quota in the last reporting period
Only 52% of sales people say they can access the key players for a sale
39% of sales professionals say they are not able to effectively uncover customer problems, and
35% struggle with designing customer focused solutions
59% of sales close as originally forecasted
Sales forecast accuracy jumps to 76% when sales methodology is applied well
When the Sales function contributes to company strategy, quota attainment is 15% higher than when Sales is not involved
Quota attainment is 25% higher when Sales and Marketing are aligned, and
Win Rate is 15% higher when Sales and Marketing work well together
59% of sales reps are good at opportunity qualification
32% of sales professionals do not develop competitive strategies for their opportunities
When competitive positioning is part of a company’s sales strategy, revenue increases by 30%
44% of reps are able to maximize the value of a sales opportunity
Only 36% can maximize the value of their key accounts
Salesforce.com has the highest % of CRM users with adoption > 50%
TAS has the highest % of methodology users with adoption > 50% (We are very happy about this!)
When methodology is integrated with CRM sales teams are 35% more likely to achieve average quota over 75% (As you know this has been my mantra for a long time!)
The #1 reason why sales methodology is not used is that only some people use it.
60% of companies use a defined sales process
Companies are 33% more likely to achieve average quota over 75% if they use a sales process.
We have analyzed all the data that we gathered – and it was a lot – and some of the insights are fascinating. We are looking forward to getting this finished and published to share.
As I mentioned above – If you want a copy email me ddaly (at) the tasgroup (dot) com.