Quick Summary of the CSO Insights 2018-2019 Sales Performance Survey

CSO Insights (part of Miller Heiman) just released their 2018-2019 Sales Performance Study of nearly 900 global sales leaders. I’ve taken a look at the document, which is full of great information for Key Account Management, Customer Success and Sales leaders.

Here are some statistics that caught my eye:

  • Revenue from existing customers accounted for 70.1% of total results across 900 organizations
  • Customer churn is at 13.9% of revenue
  • Sales cycles to close opportunities with existing customers were reported to be an average of 3.8 months as compared to 7.2 months for new customers
  • Only 34.6% consider account expansion a strength for their organization
  • The biggest driver of success in reaching goals? Having a Dynamic Process for Account Management and sales. Yet only 28.9% of companies are at that level of process maturity.
  • If you’re rated as a “Trusted Partner” with your customers, your win rate is 59.9% (vs. 43.7% on average)
This research validates the fact that it’s more important than ever to invest in processes and tools to maximize relationships and revenue from existing accounts.
Download the full report here.
CEO at Kapta
Alex Raymond is the CEO of Kapta.