Stable since 2017 but a number that should be growing.
Less than a third of new revenue came from new accounts.
Today’s average buying cycle today has increased to 5+ months.
Average number of people involved in a complex sale today.
70.2% of Buyers – wait until after they have fully defined their needs before engaging a seller.
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.
Our consultants have a wide range of experience in sales effectiveness topics including Pipeline Health, Forecasting, Talent Lifecycle, Coaching & Leadership and Sales Enablement Technologies. Our goal is to rapidly assess, diagnose and prescribe solutions that you can implement using your own resources. We see ourselves as a true enabler of growth.
Our roots come from the space. We understand the entire investment lifecycle your firm experiences with it’s targets and portfolio companies, from pre-acquisition due diligence, to the final stages of divestiture preparation. As a true partner to founder-friendly PE firms, we understand that you have invested in management teams that are not looking for a long-term partner, but rather a firm that specializes in triage and enabling talented management teams to do what your hired them to do.