---
title: CSO Insights Sales Performance 2018-19 | kapta.com
description: Here is a quick summary of the CSO insights 2018-2019 revealing sales performance of nearly 900 global sales leaders. Here is a quick overview of statistics
---

[Account management and customer success blog ](https://kapta.com/resources/key-account-management-blog)

# [CSO Insights Sales Performance 2018-19 | kapta.com](https://kapta.com/resources/key-account-management-blog/key-account-management/quick-summary-of-the-cso-insights-2018-2019-sales-performance-survey)

 Written by [Alex Raymond](https://kapta.com/resources/key-account-management-blog/author/alex-raymond) | Dec 11, 2018 11:05:57 PM

[CSO Insights](https://www.csoinsights.com) (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](https://kapta.com/key-account-management/key-account-management-secret-weapon-revenue-growth/).

 Download the full report [here](https://www.csoinsights.com/2018-2019-sales-performance-study/).

[View full post](https://kapta.com/resources/key-account-management-blog/key-account-management/quick-summary-of-the-cso-insights-2018-2019-sales-performance-survey)

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