The 2016 Sales Performance Optimization Study by CSO Insights found that only 57.1% of B2B sales reps made quota last year. You might think that number is understated, but the rate was only 58.1% in 2014 and 58.2% in 2015. What’s more, B2B sales teams only achieved 82.7% of plan commitment last year. As sales professionals, we seem to have trouble reaching our goals.
When asked how they would turn things around in 2016, 58.4% set as a top goal, “capturing new accounts” and 40.2% said “improve sales effectiveness.” Both of these goals are supported by sales intelligence services which assist with lead qualification, account planning, messaging, and selling deeper into organizations.
The next three most cited objectives: “optimise lead generation” (39.3%), “increase existing account penetration (30.0%), and “improve customer loyalty/satisfaction” (21.9%) are also addressed via the implementation of a sales intelligence solution.
Put simply, the ROI is calculated as