There are several viewpoints circulating today with respect to what is needed to "fix" sales.
There are several viewpoints circulating today with respect to what is needed to "fix" sales. This eBook takes the position that the answer isn't a dramatic overhaul — it's a 2mm shift. Small, targeted adjustments to the way sales teams think, communicate, and execute can produce dramatically different outcomes.
Download this eBook to explore the practical changes that separate average performance from world-class results.
Download Free eBookAcross the boards, sales performance has improved — more reps are meeting higher quotas, revenue attainment is up, and rep turnover is down 50% over five years. But the averages mask wide gaps between top and bottom performers.
Firms with a dynamic sales process and a formal coaching culture have 63% of reps meeting quota vs. 48% in non-coaching firms — and win rates on forecast deals are 11 points higher.
In firms where coaching is ad hoc, 43% of buyers see the seller as just a vendor. In firms with structured coaching and process, that drops to 18% — and the share seen as trusted partners more than doubles.
Firms committed to coaching exceeded expectations in nine critical sales management skills by more than six times compared to non-coaching firms — not through transformation, but through consistency.
You don't need to dismantle your entire sales organization. You need to identify the areas where you've allowed slack to enter the system — each a 2mm misdirection — and commit to correcting them.
Even the gap between informal and rigorous coaching is significant: moving from Level 2 to Level 4 process adds 9 points to quota attainment and improves forecast win rates by 10 percentage points.
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