67% of companies froze or reduced lead-generation budgets for sales reps last year according to CSO Insights' survey of more than 2,800 companies worldwide.
The percentage of reps making quota in 2009 dropped to 51.8% from 58.8% a year earlier, the survey shows.
At a time when sales cycles and competition have increased and almost 50% of sales leaders surveyed by LSA Global cite "getting new clients" as the key issue that keeps them awake at night, this data presents both an opportunity and a challenge.
It is no wonder that most companies are experiencing a significant revenue shortfall at the same time that employee satisfaction levels, as reported by the Conference Board, have sunk to an all time low of 45%.
Some sales forces however are thriving by focusing on 3 key areas to help ensure sustainable revenue growth.
Read more about the 3 key areas...
About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned
February 24, 2010
Are You Generating Enough New Sales Opportunities to Meet Your Goals?
Fewer than 30% of all salespeople ask for referrals.
A high-quality referred prospect is more than 40 times more likely to buy than a cold-called prospect.
Salespeople who actively seek and exploit referrals earn 4 to 5 times more than salespeople who don't.
Whether you find new customers through marketing, repeat business, referrals, or through an inside sales force, our experience tells us that a few key moves could greatly improve your results.
To truly improve performance a mix of approaches, solutions, and modalities must be implemented in a way that works for your unique situation.
Get more qualified sales meetings...
Close over 50% of your pipeline through referrals
About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned
A high-quality referred prospect is more than 40 times more likely to buy than a cold-called prospect.
Salespeople who actively seek and exploit referrals earn 4 to 5 times more than salespeople who don't.
Whether you find new customers through marketing, repeat business, referrals, or through an inside sales force, our experience tells us that a few key moves could greatly improve your results.
To truly improve performance a mix of approaches, solutions, and modalities must be implemented in a way that works for your unique situation.
Get more qualified sales meetings...
Close over 50% of your pipeline through referrals
About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned
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