As if there were any doubt 2009 was a troubling year for sales professionals, now comes a report documenting the steep drop in sales performance.
The percentage of sales reps making or exceeding quota fell to 51.8 percent from 58.8 percent the previous year, according to a survey of more than 2,800 organizations around the world.
In fact, the decline was the biggest in the 16 years that CSO Insights, a Boulder, Colo, research firm has been assessing the challenges facing sales teams in its annual Key Trends Analysis. Sales performance also dropped from 2007 to 2008, a fact that left CSO Insights partners Jim Dickie and Barry Trailer wondering then if expectations for 2010 were overly optimistic. Clearly, they were.
So what are companies projecting for 2010? And what steps does CSO Insights suggest organizations may need to take in the coming year?
For that, you can purchase the full report from www.csoinsights.com. Or you can watch the video below for a quick analysis from Dickie.