of Sales Organizations are not adapting their sales process to their customers’ changing buying process.
Attributed to normalized scoring of opportunities using an opportunity scorecard.
Seen by organizations with a sales process that supports rigor needed to drive business.
Fortune 50 company in the first year of implementation of a deal coaching process.
Firms that migrated from Informal Coaching to Dynamic Coaching – CSO Insights Sales Performance Study
Improvement in performance across the middle 60% of any organization – Harvard Business Review
Salespeople receiving as little as 3 hours/month of coaching – Gartner Research, Sales Executive Council Research
If Coaching using CRM system aligned with a selling process – CSO Insights, 2019 World Class Sales Practices Study.
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