Data Bank

What does the data tell us? Infographics provide an at-a-glance guide to understanding key sales leadership issues – all backed up by the power of credible, objective data.

Do we understand what buyers want?

September 24th, 2018 by

How customer-centric are our salespeople? Numerous authors down the years have drawn attention to the fact that only a small percentage of salespeople exceed customer expectations. Is this because salespeople tend not to have the competencies that customers are looking for or are buyer expectations unreasonably high? Here we look at the actual data: three studies that have charted buyers’… 


Online IT sales versus salesperson

May 18th, 2018 by

Research by IT marketplace Probrand.co.uk indicates that a major gap exists between what buyers expect and what is currently being delivered by IT suppliers. It highlights the trend away from engaging salespeople early in the buying cycle but also highlights significant differences between buying products and services. The survey reveals that more than half of B2B buyers (53%) now like… 


Which training vendor?

May 18th, 2018 by

Methodology and scope A wide range of companies offer training and professional development services to the sales profession, making myriad claims about their capability – so determining the right partner for you can be a tricky process. In this study, a strategy grid was used to help position some of the leading UK, European and US vendors on a more… 


Business impact of sales training

May 18th, 2018 by

When SAP decided it had a need for teams to implement a new sales strategy to better address customer needs, it implemented a Challenger programme (alongside other components). Importantly, the company decided to include robust business impact metrics. Pipeline analysis* Account executives with a minimum of 180 days’ experience in their role at the time of the training have: +


D&I snapshot

March 12th, 2018 by

Delegates at Consalia’s 12th Global Sales Transformation conference in Singapore on 19 September 2017 offered their collective thoughts on the state of diversity and inclusion today, and where it is headed in the future. +


Mind the gap

December 16th, 2017 by

Many people talk about the gap between sales and bid teams, but does that gap really exist, to what degree, why, and what suggestions do people have to close that gap? Research based on cross-functional input from 148 executives seeks to answer these questions. Research methodology The research was carried out through a six-question 360 (survey), circulated via social media… 


Analysis of Sales Account Manager talent data

January 29th, 2017 by

Review and summary of sales talent analytics findings based on data from over 1,000 recent Sales Account Manager assessments. This “hybrid role” is one that many organisations use as the bedrock of their sales strategy. To have a core of salespeople able to carry out a straightforward account management function, while also being able to fulfil a new-business sales role… 


Sales skills among emerging and established economies

November 3rd, 2016 by

Comparing Finland with the “new order” of global players. Finland may seem like a strange choice of country to act as a baseline when comparing sales skills around the globe. But consider the nation’s economic history and maybe it is a touchstone for how the rest of Europe is likely to evolve. As a country, Finland was Swedish ruled for… 


Brexit survey results

September 4th, 2016 by

Methodology The International Journal of Sales Transformation’s post-Brexit survey was carried out using Survey Monkey among a self-selecting group of subscribers to the Journal, in addition to the clients and contacts of CEB (Corporate Executive Board), Consalia, Cranfield University School of Management, the Summit Group, and the Women in Sales Awards. The survey consisted of 26 multiple-choice questions with the… 


Sales motivators – what drives your team?

April 7th, 2016 by

The data analysis provided here offers insight into what motivates “account managers”. Motivators are the extrinsic factors that determine whether your salespeople really get up in the morning “ready to rock and roll”’ – or not! The global data in the following charts provide insight into what motivates people from different regions. It will help sales leaders decide whether in… 


Sales managers’ skills, critical reasoning and motivators around the globe

January 30th, 2016 by

Continuing from the review of sales manager behaviours by region in the previous edition of the Journal, this time we are looking at regional variations in skills, critical reasoning and motivators (what motivates the individual sales manager) across the same group of sales managers. Data published in edition 1.3 (October 2015) indicated that sales managers in China were behaviourally less… 


Are sales managers coaching?

January 30th, 2016 by

While coaching is universally considered to be a vital predictor of salesperson success, benchmarking data from Blackdot suggests that sales manager coaching of reps is happening far less than expected and is highly variable in consistency. According to the report Unlocking Sales Manager Coaching Impact – A holistic approach for enhancing coaching outcomes, the typical solution has been to try… 


Win-loss reviews analysis

October 1st, 2015 by

RESEARCH SOURCES Independent win-loss reviews commissioned by PRP clients between 2012-2015. More than 100 individual companies interviewed, all in B2B arena. 80 %+ independent win-loss reviews commissioned by chief sales officer, occasionally the CEO. Business sectors: technology, process outsource, finance, engineering support services and electronics. Geographies: UK, Europe, APAC and North America. Almost all clients chose to review specific deals… 


How comfortable are sales managers in their roles?

October 1st, 2015 by

Key takeaways There are clear common themes across all regions, especially notable is Planning and organising. “You would have thought that this would be a key factor for sales managers to be strong but clearly not!” comments Andrew Dugdale of SalesAssessment.com, the company that provided the data. Also notable by its absence is Interpersonal sensitivity – “yet another key sales… 


Strategic priorities of B2B customer management

October 1st, 2015 by

What did companies prioritise? The first section of the report reveals that, at the overall level, Relationship & value building (farming) takes top priority. However, it is not an emphatic victory – it comes out on top because half the respondents rated it in their top three. People & competencies is a strong second overall and Brand & proposition completes… 


Global gaps in core sales skills

July 7th, 2015 by

Methodology This dataset was provided by a sample of 500 people who sat the Core Sales Skills module of SalesAssessment.com’s Universal Sales Skills Audit (USSA) during Q1 2015. The sample consisted of a block of anonymised data, with a random start point in the USSA candidate database. This random sample included candidates from the UK, USA, Dubai, Jordan and Egypt…. 


20% of US B2B sales jobs to go by 2020; only “consultants” to thrive

July 7th, 2015 by

Forrester Research forecasts that one million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020. Its report Death Of A (B2B) Salesman estimates that, of the 4.5 million US workers employed in B2B sales and sales-related professions in 2012, just over 20% of all B2B salespeople will be displaced. Author Andy Hoar explains: “While B2B… 


Performance potential in the global talent pool

April 12th, 2015 by

A sophisticated self-administered online assessment of hundreds of individuals around the world provides us with a snapshot of the global sales profession. Although salespeople tend to be lumped together in one group, sales is not a generic, one-size-fits-all activity; selling can actually be divided into various distinct roles, so it is important to hire and develop the right person for…