The performance and effectiveness of sales teams should be a topic of serious concern for most sales organisations. After all, research published by CSO Insights in its Sales Performance Optimization Study shows that the percentage of salespeople achieving quota has declined year-on-year since 2012, while revenue plan attainment fell from 89.2 percent in 2012 to 82.7 percent in 2015, even in spite of greater adoption of sales enablement strategies. Some have blamed millennials for this … [Read more...]
About Monika Götzmann
Monika Götzmann is the EMEA Marketing Director of Miller Heiman Group, a global business solution provider. It helps organisations achieve a global customer-centric mindset with their customer experience and dynamic sales training programs. She enjoys sharing her insight and thoughts to develop better sales and customer service skills in salespeople.