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

Healthy economy, rather than sales team practices, are responsible for positive results.

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 dec