CSO Insights announces the release of their 5th annual Sales Management Optimization (SMO) study. Over 1,700 firms worldwide took part in the 2013 research effort. The survey participants provided input on over 100 metrics which showed areas of increased change as well as challenges that remain year-over-year.
Key findings show that “forecast accuracy” is an oxymoron with only 45.7% of forecast opportunities being won as projected. This year’s report highlights sales management time allocation, the importance of process and coaching, and yet how these are disconnected from how managers are measured and compensated. The report also included ...
