Recent research by CSO Insights says you can achieve this performance if your organization has a “superior ability to build a solid business case / ROI”.
Those meeting or exceeding expectations with their ROI selling programs do much better than those needing improvement or redesign. In fact, moving your ROI program from basic to excellent can result in Win-Rate gains of 40% (to over 50% of deals) and reduction in Competitive and “No Decision” losses by 30%.
- A dramatically higher percentage of sales reps meeting / beating quota: 69% vs. 47%, almost a 50% increase.
- An incredible improvement in sales reps achieving revenue plan attainment: 87% vs. 77%.
Why do so many companies lag in their ROI selling performance? CSO Insights thinks it’s a lack of urgency, with ROI selling taking a backseat to other initiatives (which their own research indicates may not be nearly as effective).