The Aberdeen Group published a report of survey results titled: “Sales Intelligence: Preparing for Smarter Selling”. They found that within Best-in-Class companies, an average 52% of sales representatives are currently achieving quota, as compared to a 26% average among Laggard organizations.
Best-in-Class companies see a 9% year-over-year reduction in time sales reps spend searching for relevant company/contact information, as compared to a 5% increase in time among Laggard performers.
Best-in-Class companies boast an average 5% year-over-year reduction in the sales cycle time, as compared to a 7% increase in sales cycle time among Laggards.
These numbers tell the story of the economy and the what a difference implementing good sales lead management and generation can do.
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