2010 Key Sales Trends

My guess is that no one wants to relive last 18 months of sales data.
However, some reports are necessary just to see where we have been
and try not to re-live history. CSO Insights - Sales Performance
Optimization Study Overview is out and available on our website.

The study overview shows:
- Significant decline in sales quota attainment from 58.8% - 2008, 51.8%- 2009.
- Win rate reduced to 46% which was second lowest in study history.

Cost cutting was utilized to maintain some levels of success:
- Lead generation spending did not keep pace with sales
- Sales training reduced 13%
- Sales optimization tools tabled

Positives -
- Time spent selling increased 43%- 2008, 47% - 2009

Our general comments on the past 18 months are 'back to the basics'.
- Build relationships and processes concert with customer buying patterns.
- Support sales with the appropriate resources required to attain goals.
- Measure and compensate sales based on realistic understanding of above.

Additional sales report details and documentation can be found at
CSO Insights - http://www.csoinsights.com/

For more information on integrating marketing, sales and customer service
to drive the greatest lifetime customer value, please contact us or visit
www.bb2e.com or info@bb2e.com

Comments

[Tyler Jackson]

Hello-

This post was written 6 months ago, regarding "back-to-the basics." How frequently is this strategy being assessed, and when an organization goes back to blocking and tackling, how do they stay present with new strategies for revenue generation? Can an organization go too far back to the basics, like abondoning email and CRM marketing and opting for index cards and cold calling? Social Media does not allow for a complete return to basics, as everything is still out there. What are the implications of going to far back? There must be a middle ground, thanks for reading my reply.

[Creative media marketing]

I found that sales in 2010 for my business were down 30% on 2009 figures. Though there seems to be an upward spike this year. Jan and Feb sales were more than 40% higher than any month in 2010. Are we seeing the end of the bad times? According to my data the answer is yes.