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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