CSO Insights：2019年世界级销售实践研究（英文版）(28页)..pdf

1、Page 1 2019 Miller Heiman Group. All rights reserved. CSO Insights 2018 Sales Operations Optimization Study All That Glitters Is Not Gold: Key Findings From The CSO Insights 2019 World-Class Sales Practices Study CSO Insights 2019 World-Class Sales Practices StudyPage 2 2019 Miller Heiman Group. All

2、 rights reserved. INSIDE THIS REPORT Many sales organizations saw increases in quota attainment and revenues last year. However, key leading metrics decreased and adherence to many sales best practices remains low, leading us to attribute the uptick in lagging sales metrics more to the economy than

3、to any sales transformation initiatives. In this report, we take a fresh look at the 12 best practices that correlate most strongly with sales performance. We also provide practical recommendations for how organizations can implement these strategies to insulate their sales performance against the i

4、nevitable economic fluctuations. MAJOR FINDINGS World-Class sales performance requires cross- functional effort World-Class sales organizations have a system for driving performance that aligns their strategies (go- to-market, talent, organizational design, etc.) with customer engagement processes a

5、nd best practices as well as performance support (sales management, sales operations and sales enablement). Alignment of this “sales system” is a work in progress, as cross-functional teams collaborate to define and redefine what works. The customers path remains a priority Though the economy is thr

6、iving in many regions, buyers are still in control of their actions, and adding value remains key to sales success. In addition, buyers want to work with organizations that see beyond the deal. World-Class organizations put the customers path including how customers use products and services after t