The Numbers Don't Lie - Our Customers Outperform Their Peers
“In the case of SPI customers, their adoption of key capabilities and enablers exceeds even that of the Best-in-Class performers within Aberdeen's Sales Training Research and two crucial KPI’s around sale effectiveness – quota attainment by the overall team and the quantity of individual reps who successfully hit their own number – show the positive results of their investment.
Aberdeen Group surveyed 835 global companies to learn about their deployments of sales training. 57 Sales Performance International customers participated in the study, with the following findings...
Our customers perform better in multiple areas:
Our customers attain significantly higher quota attainment (both individual and team) compared to the overall population in the study. More importantly, our customers attain higher year-over-year results in multiple areas, including:
- Quota attainment
- Increase in average deal size
- Decreased time to productivity
Chart ©Copyright Aberdeen Group, 2010
Our customers apply key “best in class” practices more than others.
In addition to measurable performance improvement, our customers apply Best-in-Class practices more at significantly higher levels than their peers, including:
- Assessing sales competency requirements and gaps
- Providing post-training reinforcement of best practices from ILT
- Providing a dynamic library of on-demand assets
- Providing a centralized repository or best practices
- Providing virtual or on-demand learning
- Adopting internal social collaboration tools
Key Takeaways:
Best-in-class companies apply many of the practices (to varying degrees) that we have formalized in our continual learning program (SellingStream™). The improvement metrics are the average improvement – some companies do even better.
Read the Aberdeen Report and learn how
SPI Customers Outperform Their Peers.
