Improve Forecast Accuracy
Reps making quota dropped by 10% to 53% since 2011.
You have a better shot at playing craps than you do winning a forecasted deal.
Does this sound familiar to you?
According to CSO Insights 2017 World-Class Sales Practices Report, the percentage of reps making quota dropped by 10% to 53% since 2011, and win-rates of a forecasted deal are 46%!
What can we do?
Luckily, we have some tools at our disposal. One possible tool is to take a look at your coaching processes.
Having a better coaching system DOES impact win-rates!
Data from CSO Insights 2016 Sales Optimization Study suggests that moving from an ad-hoc coaching system to one that is formalized, reinforced and contains metrics that measure performance can increase win-rates by as much as 16.6%.
Sales Coaching Approach vs. Win Rate
Study’s average win rate: 49.5%
CSO Insights 2016 Sales Optimization Study
CSOi 2018 Sales Enablement Report
We Can Help
Even the best sales methodologies fall flat in their implementation if we’re not focusing on supporting and enabling managers with tools and training to coach and reinforce their teams.