If your sales organization is struggling – not just to make this year’s numbers, but even to match last year’s – you’re not alone. CSO Insights’ studies over the last four years have shown that quota attainment is steadily decreasing.
Quota attainment is decreasing: 63.0% in 2012, 58.2% in 2013, and 55.8% in 2016
What if you had the secret sauce to win more than half of all your forecasted deals?
A recent study by CSO Insights says you can increase win rates almost 40% by elevating your Value / ROI Selling capability to Great. This means significantly less deals lost to “No Decision” or going with the competition.
And the benefits don’t end there.
Having problems articulating what sales enablement can do for your organization or how it complements other initiatives such as CRM? Create a visual blueprint of your organizations selling system (aka “selling machine”) to enable your company to replicate success, reduce wasted effort and focus on what matters to sales and your buyers.
Create an effective “selling machine” for your company to replicate success, reduce wasted effort and focus on what matters to sales and your buyers.
What percentage of your new sales hires and newly recruited partners will be successful in the first 3-6 months? What will each new product and new product release contribute to your sales pipeline, forecast and closed deals within 3-6 months of being launched? Ideally, all of them!
Earlier this month Stonebranch, a market leader in workload automation solutions announced the launch of a worldwide partner program (read more here). Although Stonebranch is new to sales enablement, the sales enablement champion at Stonebranch, VP of Business Development Michelle Jones, is far from new sales enablement. In fact, I met Michelle many years ago as an early adopter of our sales enablement with another organization and have known her to be a great advocate for partner success through better enablement, training and coaching.