Logan Strain collated 4 Sales Research Studies and their findings for the Inside Sales Blog. All of us who are trying to enhance sales effectivity will do well to take a look at the studies and deep dive into the data. It will help move away from gut to data driven sales planning.
What are the key findings?
– the promise of a bonus does actually motivate salespeople and increase revenue. Quarterly works best.
– Ambiverts and not extroverts as you would like to believe are the real winners in the sales function
– The ideal salesperson understands the sales process inside and out, is flexible, knows exactly what is expected of them, is smart, and loves what they’re doing.
– Setting goals is not enough to aid your SDR’s make quota. Training makes achievement of sales goals more plausible.
Take a look at the article, now updated from its original 2015 appearance.
What are your experiences with your team? Do these findings match your data?
Where I learnt this #269
4 Fascinating Sales Research Studies You Should Know By