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Prepare for takeoff!
Tips for
Beating Your
Sales Goals in 2016
Even small improvements in win rate can have a
huge impact on revenue. Based on findings
from The Top-Performing Sales Organization
Benchmark Report, The RAIN Group Center for
Sales Research has identified 8 key areas that
contribute to higher win rates that will help you
beat your sales goals and reach Top
Performer status in 2016.
100%
49%
Top Performers are
2x
more likely to meet
their sales goals
get close to Your Customers
Who are top
performers?
invest in sales training
52% of all respondents did not agree that
their sales process is customer-focused
Top-Performing Sales Organizations are more likely to agree/strongly agree that their
sellers have expert customer knowledge and that their sales process is
customer-focused and flexible to apply to buyers’ various roles and situations.
Given that they invest more heavily, and their sales training is more effective, it’s no
wonder Top Performers meet their sales goals and have higher win rates.
Drive sales wins
Across every sales skill area we studied, Top Performers have significantly higher skills
than The Rest. The top sales skill of Top Performers:
Organizations that focus on driving sales wins actually win more sales opportunities.
Focus on value
Most organizations talk about providing superior value to their customers, but few
actually create a culture for training sellers to be valuable and customer-focused.
Those who do:
Top Performers are 63% more likely to
say they have a good or excellent
investment and focus on sales training
and it’s effective!
Top Performers are 2X
more likely to believe
their sales training is
very/extremely effective
100% of Top Performers meet
their sales goals.
82% of Top Performers say their
goals are challenging.
of Top Performers agree they
have the skills they need to drive
and win sales opportunities
(versus only 50% of the rest)
68%
Increase business with existing
accounts
81% of Top Performers focus on
driving maximum value
81%
61%
maximize sales to existing accounts
Educate your sellers so they can discover additional areas of opportunity in their
accounts and are able to sell the full capabilities of your organization.
Set Challenging goals
Top-Performing Sales Organizations
aim higher and still achieve their goals.
develop sales managers
Top-Performing Sales Organizations are more likely than The Rest to believe sales
management is more effective and productive.
Discount less
Organizations that discount more than
50% of their sales opportunities win
only 41% of their sales compared to
48% of those who discount less frequently.
of 75 factors between Top Performers
and The Rest is ability to maximize
sales at existing accounts—61% vs. 32%
Top performers make account
management a priority + they’re
better at it!
48%
41%
90%
72%
Are more likely to grow revenue
54%
45%
Have a higher win rate
27%
39%
Have lower undesired sales turnover
Managers and leaders are effective at creating and
sustaining maximum selling energy from sellers
Sales managers are effective at getting
maximum performance from sellers
Management maximizes the time sales
managers spend coaching
Boston • Geneva • Johannesburg • London • Mumbai • Sydney • Toronto
www.raingroup.com
info@raingroup.com
(508) 405-0438
44%
27%
You’d think that if you discount more, you’d win more, but this is not
the case. Focus on your customer and providing value.
They are organizations that:
Have high win rates
Meet annual sales goals
Have challenging sales goals
Achieve maximum pricing
1
2
3
4
5
6
7
8
Top Performers
have a 62% win rate
The Rest have a
40% win rate
TOP 4 SALES PRIORITIES
FOR 2016 OF 432 SALES LEADERS STUDIED
1
2
3
4
Improve ability to communicate
value
Improve customer retention,
repeat business, and renewals
Improve sales opportunity
approach and planning
55%
32%
43%
29%
42%
28%
+46%
Top Performers are 46%
more likely to agree that
their sellers have fluent,
expert knowledge of their
customers
+45%
Top Performers are 45%
more likely to agree that
their sales process is
customer-focused
+34%
Top Performers are 34%
more likely to agree that
their sales process is
flexible
BECOME A TOP-PERFORMING SALES ORGANIZATION
To learn how you can beat your sales goals in 2016 and unlock your sales force
effectiveness, download our free white paper, Increase Win Rates and Beat Your
Sales Goals in 2016, at raingroup.com/win.
Even Top Performers have a
significant opportunity to
improve their sales
management effectiveness.
only 55%!

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8 Tips for Beating Your Sales Goals in 2016

  • 1. Prepare for takeoff! Tips for Beating Your Sales Goals in 2016 Even small improvements in win rate can have a huge impact on revenue. Based on findings from The Top-Performing Sales Organization Benchmark Report, The RAIN Group Center for Sales Research has identified 8 key areas that contribute to higher win rates that will help you beat your sales goals and reach Top Performer status in 2016. 100% 49% Top Performers are 2x more likely to meet their sales goals get close to Your Customers Who are top performers? invest in sales training 52% of all respondents did not agree that their sales process is customer-focused Top-Performing Sales Organizations are more likely to agree/strongly agree that their sellers have expert customer knowledge and that their sales process is customer-focused and flexible to apply to buyers’ various roles and situations. Given that they invest more heavily, and their sales training is more effective, it’s no wonder Top Performers meet their sales goals and have higher win rates. Drive sales wins Across every sales skill area we studied, Top Performers have significantly higher skills than The Rest. The top sales skill of Top Performers: Organizations that focus on driving sales wins actually win more sales opportunities. Focus on value Most organizations talk about providing superior value to their customers, but few actually create a culture for training sellers to be valuable and customer-focused. Those who do: Top Performers are 63% more likely to say they have a good or excellent investment and focus on sales training and it’s effective! Top Performers are 2X more likely to believe their sales training is very/extremely effective 100% of Top Performers meet their sales goals. 82% of Top Performers say their goals are challenging. of Top Performers agree they have the skills they need to drive and win sales opportunities (versus only 50% of the rest) 68% Increase business with existing accounts 81% of Top Performers focus on driving maximum value 81% 61% maximize sales to existing accounts Educate your sellers so they can discover additional areas of opportunity in their accounts and are able to sell the full capabilities of your organization. Set Challenging goals Top-Performing Sales Organizations aim higher and still achieve their goals. develop sales managers Top-Performing Sales Organizations are more likely than The Rest to believe sales management is more effective and productive. Discount less Organizations that discount more than 50% of their sales opportunities win only 41% of their sales compared to 48% of those who discount less frequently. of 75 factors between Top Performers and The Rest is ability to maximize sales at existing accounts—61% vs. 32% Top performers make account management a priority + they’re better at it! 48% 41% 90% 72% Are more likely to grow revenue 54% 45% Have a higher win rate 27% 39% Have lower undesired sales turnover Managers and leaders are effective at creating and sustaining maximum selling energy from sellers Sales managers are effective at getting maximum performance from sellers Management maximizes the time sales managers spend coaching Boston • Geneva • Johannesburg • London • Mumbai • Sydney • Toronto www.raingroup.com info@raingroup.com (508) 405-0438 44% 27% You’d think that if you discount more, you’d win more, but this is not the case. Focus on your customer and providing value. They are organizations that: Have high win rates Meet annual sales goals Have challenging sales goals Achieve maximum pricing 1 2 3 4 5 6 7 8 Top Performers have a 62% win rate The Rest have a 40% win rate TOP 4 SALES PRIORITIES FOR 2016 OF 432 SALES LEADERS STUDIED 1 2 3 4 Improve ability to communicate value Improve customer retention, repeat business, and renewals Improve sales opportunity approach and planning 55% 32% 43% 29% 42% 28% +46% Top Performers are 46% more likely to agree that their sellers have fluent, expert knowledge of their customers +45% Top Performers are 45% more likely to agree that their sales process is customer-focused +34% Top Performers are 34% more likely to agree that their sales process is flexible BECOME A TOP-PERFORMING SALES ORGANIZATION To learn how you can beat your sales goals in 2016 and unlock your sales force effectiveness, download our free white paper, Increase Win Rates and Beat Your Sales Goals in 2016, at raingroup.com/win. Even Top Performers have a significant opportunity to improve their sales management effectiveness. only 55%!