How Modern Sales Organizations Improve “Sales Velocity” ? Study reveals results of 250 organizations

Study reveals how sales reps performed against their process and pipeline metrics

AND

Compared those responses with sales leaders’ expectations.

1. Top of Funnel :-

Sales leaders’ expectations and their teams’ performance is most out of alignment at the top of the funnel – approximately 30 percent.

2. Booking Meetings :-

Another major gap found at the top of the funnel is that sales leaders expect reps to book at least 50 percent more meetings than they actually do.

3. Opportunities :-

One more area of improvement for sales teams is turning meetings into opportunities…

Sales teams are missing conversion expectations by more than 37 percent (7 deals compared to 11 expected per month).

4. Close Rates :-

There’s a bright spot at the bottom of the funnel The silver lining in all the data.

Once deals are in the pipeline, they are achieving close-to-expected win rates.

Teams reported closing their pipeline at an average of 33 percent compared to pre-COVID expectations of 39 percent.

How’s your sales performance affected by Covid?

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