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2016 Sales Best Practices Study

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Knowledge is a competitive advantage in sales. Gain key insights on how your competitors are optimizing performance in the Key Trends Analysis report available upon completion of the 2016 CSO Insights Sales Best Practices Study. Each year the Sales Best Practices Study identifies the best practices that have the most impact on driving sales performance.

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2016 Sales Best Practices Study

  1. 1. Findings from the 2015 MHI Sales Best Practices Study
  2. 2. 2 © MHI Global, Inc. All Rights Reserved. In 2015, the Sales Best Practices Study focused on the continuous shifting of buyer behaviors, and how world-class sales professionals and organizations are adapting by changing how they Connect, Collaborate and Calculate value for their customers. Connect Collaborate Calculate
  3. 3. 3 © MHI Global, Inc. All Rights Reserved. The most important decision the salesperson and the organization make is how they choose to connect with and engage with their customers. Connect
  4. 4. 4 © MHI Global, Inc. All Rights Reserved. BUYER BEHAVIORConnect
  5. 5. 5 © MHI Global, Inc. All Rights Reserved. BUYER BEHAVIORConnect Every customer makes decisions for different reasons, and knowing why customers buy from us has become increasingly difficult.
  6. 6. 6 © MHI Global, Inc. All Rights Reserved. SALES METRIC TRENDConnect
  7. 7. 7 © MHI Global, Inc. All Rights Reserved. SALES METRIC TRENDConnect In a typical deal, the number of decision makers is increasing
  8. 8. 8 © MHI Global, Inc. All Rights Reserved. SALES METRIC TRENDConnect In a typical deal, the number of decision makers is increasing Some organizations are responding to this challenge by increasing the number of resources
  9. 9. 9 © MHI Global, Inc. All Rights Reserved. How the salesperson interacts with customers as they move through their decision journeys is as important as how solutions capabilities compare to the competition. ConnectCollaborate
  10. 10. 10 © MHI Global, Inc. All Rights Reserved. ConnectCollaborate BUYER BEHAVIOR
  11. 11. 11 © MHI Global, Inc. All Rights Reserved. ConnectCollaborate BUYER BEHAVIORMore decision makers involved in the decision means more activities and interactions.
  12. 12. 12 © MHI Global, Inc. All Rights Reserved. ConnectCollaborate SALES METRIC TREND
  13. 13. 13 © MHI Global, Inc. All Rights Reserved. ConnectCollaborate SALES METRIC TREND There is one inevitable outcome of having more people involved in a more structured buying process:
  14. 14. 14 © MHI Global, Inc. All Rights Reserved. ConnectCollaborate SALES METRIC TREND There is one inevitable outcome of having more people involved in a more structured buying process: LONGER SALES CYCLES
  15. 15. 15 © MHI Global, Inc. All Rights Reserved. ConnectCollaborate SALES METRIC TREND Despite the hypothesis that buyers are further along in their process when they engage sales, our research shows that the buying process is much longer, resulting in longer sales cycles.
  16. 16. 16 © MHI Global, Inc. All Rights Reserved. Determining what the individual buying team members value, as well as their political influence within the team, will dictate what matters. Calculate
  17. 17. 17 © MHI Global, Inc. All Rights Reserved. Calculate BUYER BEHAVIOR
  18. 18. 18 © MHI Global, Inc. All Rights Reserved. Calculate BUYER BEHAVIOR As buying cycles lengthen and decision dynamics become more complex, identifying and calculating the costs and benefits of any product or capability have grown in importance.
  19. 19. 19 © MHI Global, Inc. All Rights Reserved. Calculate SALES METRIC TREND
  20. 20. 20 © MHI Global, Inc. All Rights Reserved. Calculate SALES METRIC TRENDRetention, as measured by the number of customers and, more importantly, existing customer revenue, is the barometer of a successful customer-core strategy.
  21. 21. 21 © MHI Global, Inc. All Rights Reserved. These evolutions have marginalized the discussion with buyers about the product.
  22. 22. 22 © MHI Global, Inc. All Rights Reserved. These evolutions have marginalized the discussion with buyers about the product. At the same time, they’ve placed a premium on understanding the customer’s context, concept and the decision dynamic of how these buyers will make this decision, this time.
  23. 23. 23 © MHI Global, Inc. All Rights Reserved. Now, we want to know: what new evolutions are taking shape?
  24. 24. 24 © MHI Global, Inc. All Rights Reserved. Help us identify the year-over-year changes in the most critical behaviors for succeeding in the current sales landscape…
  25. 25. 25 © MHI Global, Inc. All Rights Reserved. Help us identify the year-over-year changes in the most critical behaviors for succeeding in the current sales landscape… JOIN THE 2016 SALES BEST PRACTICES STUDY TODAY

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