Sales Performance International Customers Outperform Peers
Aberdeen Group Study of 835 Companies Shows Significant Sales Performance Improvement
CHARLOTTE, N.C., March 16, 2011 -- According to research by the Aberdeen Group, customers of Sales Performance International (SPI), the proprietary owners of the Solution Selling® sales process and methodology, attain higher quota attainment, increased deal size, and faster time to productivity than the overall population of companies using competitive solutions.
The Aberdeen Group Analyst Insight report, Sales Performance International Customers Enable Sales Effectiveness is based on data from a survey of 835 end-user organizations to learn about their use of sales training to achieve better corporate results. Aberdeen Group published the overall findings of the benchmark study, "Sales Training: Deploying Knowledge, Process and Technology to Consistently Hit Quota" by Peter Ostrow, research director, Sales Effectiveness. In the SPI study, Aberdeen compared key sales metrics of 57 participating SPI customers with the overall pool of 835 companies. The findings illustrated that “20% more of their individual sales reps are hitting their number,” as well as average deal sizes of 18% larger, and more rapid time to productivity on a year-over-year basis.
According to Keith Eades, SPI CEO and founder, “We participated in this research to take an honest look at how our customers are doing versus their peers. We’re very pleased that the companies that represent our customer base are applying numerous best practices as well as attaining higher levels of sales performance in multiple areas. What is most gratifying is the year-over-year improvement of our customers, and we believe that our new continual learning program (SellingStream™) will drive even better sustained results.”
In addition to current sales performance, the study found SPI customers more frequently adopted continual learning best practices more often including:
• Assessing sales competency requirements and gaps
• Providing post-training reinforcement of best practices following initial training
• 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
According to Peter Ostrow, “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.”
Read more: http://www.spisales.com/Aberdeen_Analyst_Insight.aspx
About Sales Performance International
Sales Performance International (SPI) is a global sales training and performance improvement firm dedicated to helping the world’s leading corporations drive measurable and sustainable revenue growth and operational sales performance improvement.Learn more...
About Aberdeen Group, a Harte-Hanks Company
Since 1988, Aberdeen’s research has been helping corporations worldwide become best-in-class. Having benchmarked the performance of more than 644,000 companies, Aberdeen is uniquely positioned to provide organizations with the facts that matter – the facts that enable companies to get ahead and drive results.
As a Harte-Hanks Company, Aberdeen plays a key role of putting content in context for the global direct and targeted marketing company. Aberdeen’s analytical and independent view of the “customer optimization” process of Harte-Hanks (Information – Opportunity – Insight – Engagement – Interaction) extends the client value and accentuates the strategic role Harte-Hanks brings to the market. For additional information, visit Aberdeen www.aberdeen.com
For more information, or to discuss this report, Contact SPI.
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