The document is a 2018 sales performance benchmark report from CommercialTribe that analyzes key assessment categories and areas for improvement for sales teams. It identifies the top 5 sales pitfalls preventing sellers from closing deals as not having an effective client story for 59% of sellers, not delivering an engaging message for 56% of sellers, not informing on the company's value proposition for 50% of sales calls, not differentiating from competitors for 46% of sellers, and not creating a vision of use for customers for 43% of sellers. The report provides analysis and recommendations for how sales organizations can address these issues.

1. [RESEARCH]
Sales Team Performance
Benchmark Report
2018 Sales Performance Benchmark Report
https://hubs.ly/H0bN2lS0
© CommercialTribe 2018

2. Sales Organizations Are Better Off Leaving Half of Their Reps Home
2018 Sales Performance Benchmark Report | © CommercialTribe 2018

3. Key Assessment Categories
Though different organizations may refer to a skill by different names, common themes came together in the underlying intent for each,
resulting in 18 aggregate assessment categories.
● Setting an Effective Agenda
● Delivering an Insight
● Confirming the Business Issue/The Problem We Solve
● Confirming Business Solution/Why Us?
● Differentiation
● Setting Context
● Value Proposition
● Connecting the Dots
● Establish Credibility
● Engaging Delivery
● Call to Action
● Benefit Statements
● Client Story
● Concise Delivery
● Say it Simply
● Creating a Vision
● Use of Open-Ended Questions
● Active Listening/Customer Focus
2018 Sales Performance Benchmark Report
https://hubs.ly/H0bN2lS0
© CommercialTribe 2018

4. Areas for Improvement
Yellow, Orange & Red
● Benefit Statements
● Establish Credibility
● Creating a Vision
● Differentiation
● Value Proposition
● Engaging Delivery
● Client Story
2018 Sales Performance Benchmark Report
https://hubs.ly/H0bN2lS0
© CommercialTribe 2018

5. TOP 5 SALES PITFALLS
THAT ARE PREVENTING YOUR SELLERS FROM CLOSING THE DEAL

6. CLIENT STORY
59% of sellers do not tell an
effective client story
A client story gives your prospect tangible proof
of success and assures them that, as a
customer, they will be in good company.
Equip your sellers with stories that align with
customer needs, profiles, industries, pain
points, etc.
2018 Sales Performance Benchmark Report
https://hubs.ly/H0bN2lS0
© CommercialTribe 2018

7. ENGAGING DELIVERY
56% of sellers are not delivering an
engaging message
Would you continue to engage with a boring
salesperson? Neither are your prospects. Train
sellers to do their research, ask engaging
questions, tell a compelling story, and be
unexpected.
2018 Sales Performance Benchmark Report
https://hubs.ly/H0bN2lS0
© CommercialTribe 2018

8. VALUE PROPOSITION
50% of sales calls do not inform on
what the company does
If your prospect does not know the value you can
provide, why would they choose you over your
competition? Equip your sellers with a clear value
proposition and train them on how to make it
relevant to a prospect within the sales
conversation.
2018 Sales Performance Benchmark Report
https://hubs.ly/H0bN2lS0
© CommercialTribe 2018

9. DIFFERENTIATION
46% of sellers do not differentiate
from competitors
Sellers must be trained to focus on customer
needs and how your solution is uniquely capable
of filling that need. Features and pricing are not
key differentiators.
2018 Sales Performance Benchmark Report
https://hubs.ly/H0bN2lS0
© CommercialTribe 2018

10. CREATING A VISION
43% of sellers do not create a vision
of use for customers
Without clarity on how they would use the
solution, prospects likely do not have much
urgency to purchase. Telling a compelling story,
understanding the business, and aligning
prospects' needs with the solution helps bridge
this gap.
2018 Sales Performance Benchmark Report
https://hubs.ly/H0bN2lS0
© CommercialTribe 2018

11. Download the full report
https://hubs.ly/H0bN2lS0