Sales Figures Look Rosy but Don’t Tell the Full Story

CSO Insights and the Miller Heiman Group surveyed more than 900 sales leaders globally to probe such topics as sales revenue and sales team practices. According to their report, 2019 World-Class Sales Practices Study: All That Glitters Is Not Gold, sales organizations increased revenue attainment for a third year running, to 101 percent. However, that number is somewhat deceiving. Several key indicators decreased, including win rates, customer retention, customer relationships, and seller retention.