In order to increase lead generation, marketing and sales teams must have a joint plan in place to define and nurture a lead. But according to a survey of nearly 900 global sales leaders by CSO Insights, only 20.1% have plans that are aligned. However, when both departments are in full agreement, a customer-centric culture will form and improve performance.
While closing new accounts is important to organizational growth, expanding and upselling existing accounts is key to significantly increasing revenue. Of course, this can only be done if sellers are enabled to provide key perspectives to customers. This, in turn, will increase win rates.
Focusing on these objectives can significantly advance organizations forward. In an age of ceaseless change, sales performance improvements are a continual quest that should remain a constant priority for sales leaders. This is why it’s so critical to assess performance year-over-year to gauge opportunities for improvement.
Each year, CSO Insights, the research division of Miller Heiman Group, analyzes the state of sales performance to address sales leaders’ concerns. The following infographic depicts the key findings for the most recent report, “Selling in the Age of Ceaseless Change.”
Click here to access the full report.
