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CSO Insight Study Results are Troubling – Has the Canary Died Yet?

July 8, 2019

880x498-funnel-radio-lunsford.jpgCSO Insight Study Results are Troubling – Has the Canary Died Yet?

Seleste Lunsford, Chief Research Officer of CSO Insights discusses the startling results of their latest World-Class Sales Performance Study: All that Glitters is Not Gold, with Funnel Radio host Jim Obermayer.  Lunsford talks about how the respondents in the study reported increases in quota attainment and revenue last year, however, key metrics show a decrease in adherence to sales best practices from previous studies.  The authors of the study state that there is possibly a misleading nature of sales effectiveness metrics collected from the nearly 1,000 sales organizations.   Is this a canary in the coal mine scenario?

The survey shows that world-class sales organizations have systems driving performance that smaller organizations lack.

  1. Why is the report so important this year?
  2. What was the triggering event that prompted the study?
  3. Is this study generally only about companies with large ticket products and services?
  4. What are the most startling results?
  5. What are the sales effectiveness metrics that alarmed you?
  6. Does the study tell the reader what to do about the failures?

 About the report and how to get a copy:  

“All that glitters is NOT GOLD” 2019 World-Class Sales Practices Study


Section I: The Deceptively Shiny State of Sales

Section II: Customer Engagement

Section III: Performance Support

Section IV: Strategy Alignment

Study Parameters:

The 2019 World-Class Sales Practices Study collected data from more than 1,500 respondents from January through March 2019. The analysis was conducted on responses from 949 sales leaders. This sample was global in nature and spans across B2B industries, with particularly strong representation from the technology, manufacturing, healthcare, professional services, and banking/finance sectors.



About Seleste Lunsford

Seleste Lunsford has consulted with sales and service organizations for more than 20 years, helping them acquire, grow and retain client relationships. As Managing Director of CSO Insights, Seleste guides CSO Insights’ research focus areas and define its market deliverables.

She has co-authored two books, “Secrets of Top-Performing Salespeople” and “Strategies that Win Sales.” She’s proud to have supported some of the world’s most recognized companies including AAA, Alliance Bernstein, American Express, Arrow Electronics, Citibank, Convergys, U.S. Department of Defense, Office Depot, Traveler’s Insurance, and Verizon Wireless.

About CSO Insights

Independent research backed by one of the world’s premier selling and service brands

 CSO Insights is the independent research arm within Miller Heiman GroupTM, dedicated to improving the performance and productivity of complex B2B sales. The CSO Insights team of respected analysts provides sales leaders with the research, data, expertise, and best practices required to build sustainable strategies for sales performance improvement. CSO Insights’ annual sales effectiveness studies, along with its benchmarking capabilities, are industry standards for sales leaders seeking operational and behavioral insights into how to improve their sales performance and to gain holistic assessments of their selling and sales management efficacy. Annual research studies address sales and service best practices, sales enablement and sales performance optimization.