Richardson Partners with CSO Insights to Offer a Series of Sales Performance Optimization Studies
Richardson has announced they have partnered with CSO Insights to provide a series of leading-edge sales industry research studies. The Reports, based on data collected from over 2,000 companies, focuses on the challenges facing sales organizations, why the problems exist, and what best practices can be leveraged to successfully overcome the issues.
Richardson Partners with CSO Insights to Offer a Series of Sales
Performance Optimization Studies
Richardson, a leading global sales training and performance
improvement firm, today announced they have partnered with CSO Insights to provide a
series of leading-edge sales industry research studies. The
Reports, based on data collected from over 2,000 companies, focuses
on the challenges facing sales organizations, why the problems
exist, and what best practices can be leveraged to successfully
overcome the issues.
Through their web
site, www.richardson.com, Richardson will offer complimentary
access to three leading-edge reports:
• Sales Performance Optimization (SPO): Key Trends Analysis -
provides in-depth analysis on key selling trends including sales
force effectiveness, how some firms are outselling their peers,
investments being made in supporting sales teams, and process
adoptions
• The 2011 SPO Sales Execution Analysis - provides key analysis on
how effective organizations are in "executing" their sales process
including trends on customer's buy cycle, effectively presenting
features and benefits, differentiating from the competition,
aligning solutions to customer's needs, closing business, and much
more
• The 2011 SPO Sales Management Analysis - takes a closer look at
what managers are doing and/or areas needed to improve their
abilities to assure their team's success including their ability to
hire reps, provide managers with timely and accurate sales metrics,
accurately forecast business, calculate commissions, conduct
win/loss reviews, adapt the sales process to changes in the
marketplace, and proactively identify which reps need additional
coaching/mentoring
"CSO Insights is one of the leading sales industry research firms.
This partnership allows Richardson to provide our clients with
cutting-edge and value-added information, data, and research to
optimize their sales performance in 2011. Our goal is to help them
continue their sales transformation process by providing
information that can be used as a basis for brainstorming, goal
planning, and to identify operational priorities," said David
DiStefano, President and CEO of Richardson.
"We applaud the efforts of sales teams who found ways to hit their
higher numbers last year," said Jim Dickie, a managing partner at
CSO Insights. "But the study data show many salespeople made their
quotas in 2010 by working harder and not necessarily smarter. With
92% of the firms surveyed reporting that they have increased quotas
for 2011, companies are going to have to find ways to get win rates
back up above 50%. This will require new methods for increasing the
effectiveness of their sales organizations. Clearly investments in
people, process, technology, and knowledge will help sales teams to
do what they do best - sell."
The first study, Sales Performance Optimization (SPO): Key Trends
Analysis, is now available on Richardson's website by clicking
here.
If you would like to learn more about how Richardson is
transforming sales organizations, please visit us at www.richardson.com.
About CSO Insights
CSO Insights (http://www.csoinsights.com) is a sales and marketing
effectiveness research firm that specializes in measuring how
companies are leveraging people, process, technology, and knowledge
to improve the way they market and sell to customers. For 17 years,
CSO Insights' surveys of over 12,000 sales effectiveness
initiatives have been the standard for tracking the evolution of
how the role of sales is changing, revealing the challenges that
are impacting sales performance, and showing how companies are
addressing these challenges.