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Optimizing Sales Operations
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If you ask sales professionals how selling today compares to five years ago, they will probably say it is harder. But is that a perception or a reality? In reviewing the sales performance data that CSO Insights has been collecting over the past 25 years, the study findings clearly validate that assumption, as nearly every key performance indicator was lower for 2017 than 2012. One striking metric is that the percentage of salespeople who met or exceeded plan dropped from 63.0% in 2012 to 53% in 2017.
This trend has not been lost on sales management, as we continue to see companies pouring billions of dollars into new initiatives to increase sales effectiveness. One functional area management is leaning on to help plan, prioritize, and often oversee these projects is sales operations. To better understand how sales operations is responding to this challenge, CSO Insights conducted the 2018 Sales Operations Optimization (SOO) study.
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