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Viewing report
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Sales Performance Management: Getting Everyone on the Same Page
Aberdeen Group, Aug 2010
While many companies are seeing a recovery from the economic downturn, the distribution and pace of forward progress are not necessarily being enjoyed across the board by all companies, industries or geographies. Firms are clearly seeking to capitalize on every competitive edge available to them, and the human capital of their sales team represents one of the most significant opportunities to grow revenue and market share by hitting quota more consistently.
While the classic B2B sales organization may traditionally be identified with an “every man for himself” mentality among reps, and even Darwinian managerial techniques – only the fittest survive – is there perhaps a more user-friendly way to hit sales targets year after year? Are there ways to link lagging indicators such as turnover to leading performance metrics such as revenue?
Best-in-Class Performance
In May and June 2010, Aberdeen surveyed 531 end-user organizations to learn about their ability to manage their sales teams effectively. Aberdeen used the following three key performance criteria to distinguish the sales teams within Best-in-Class companies:
- An average 106% current overall team attainment of quota, compared to 76% for Industry Average and 22% among Laggard companies
- 5.3% year-over-year increase in average deal size or contract value, compared to an 0.2% increase and 2.9% decrease among Industry Average and Laggard companies, respectively
- An average 3.5% year-over-year improvement of (decrease in) sales cycle- the time from sales-accepted lead to a closed deal - compared to a 2.2% decline of (increase in) sales cycle for the Industry Average and a 7.1% decline for Laggards
Reasons to purchase:
- Boost Quota Attainment
- Grow Deal Sizes
- Cut Sales Cycle
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