--- title: What are 2009's Sales Best Practices? description: CSO Insights reveal some of the success secrets of best-in-class B2B sales organisations --- This is a search field with an autosuggest feature attached. - There are no suggestions because the search field is empty. # What are 2009's Sales Best Practices? ![Bob Apollo](https://app.hubspot.com/settings/avatar/78fa41976d534cacbb0e22e151bc6816) Post by [Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo) February 9, 2009 CSO Insight’s annual sales performance optimisation survey is one of the most eagerly awaited and widest-read reports each year.  Now in its’ 15th year of publication, the 2009 results have just been published, and reflect feedback from more than 1,800 organisations around the world.  The effects of the current recession are already visible. It’s probably no surprise that the top 3 objectives of sales leaders are to increase revenues, sales effectiveness and market share.  But as Jim Dickie and Barry Trailer, co-authors of the report point out, these goals are unlikely to be achieved simply by selling harder; sales organisations need to find ways of selling smarter. The report highlights the significant differences in performance that exist between companies that have embraced best practice and the rest, and provides clear indicators to organisations who are committed to improve their sales effectiveness as to where they ought to be focusing their energies. I’d like to highlight a few areas where some of the most significant gains can be achieved... **Prioritising Deals** CSO Insights point out that more than 50% of the vendors surveyed acknowledged that their ability to qualify and prioritise accounts “needed improvement”.  We have found that [prospect profiling and scoring](http://www.revenue-insights.com/our-solutions/prospect-profiling-and-scoring/) can make a huge difference to success rates - and CSO insights calculate the difference between best and worst practice can amount to a 46% difference in forecast accuracy! **Understanding the Buying Process** More than 40% of the vendors surveyed agreed that their ability to understand and [facilitate their prospect’s buying process](http://www.revenue-insights.com/our-solutions/facilitating-the-buying-process/) needed improvement- but vendors who managed to master this were at least 14% better than their peers in accurately forecasting the outcome of deals. **Implementing a Consistent Sales Methodology** This is an area in which some of the most significant gains can be achieved.  Best-in-class organisations who implemented a consistent sales methodology showed a 35% improvement over their also-ran peers in accurately forecasting the outcome of deals. These are all areas that lend themselves to an [evidence-driven approach](http://www.revenue-insights.com/our-solutions/) - and we’re pleased to see the benefits so clearly demonstrated.  [Contact Us](http://www.revenue-insights.com/contact-us/) if you would like to understand how we might be able to help you achieve the same. ###### Tags: ![Bob Apollo](https://app.hubspot.com/settings/avatar/78fa41976d534cacbb0e22e151bc6816) Post by [Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo) February 9, 2009 Bob Apollo is a Fellow of the Institute of Sales Professionals, a regular contributor to the International Journal of Sales Transformation and Top Sales World Magazine, and the driving force behind Inflexion-Point Strategy Partners, the leading proponents of outcome-centric selling. Following a successful corporate career spanning start-ups, scale-ups and market leaders, Bob now works as a strategic advisor, mentor, trainer and coach to ambitious B2B sales organisations - teaching them how to differentiate themselves through their provably superior approach to achieving their customer's desired outcomes. [Follow me on my website](https://www.inflexion-point.com) [Follow me on LinkedIn ](https://uk.linkedin.com/in/bobapollo) [Follow me on Twitter ](https://twitter.com/bobapollo) ### Comments ###### Related Articles ### [What would it take for you to give that sales conversation a “10”?](https://www.inflexion-point.com/blog/so-what-would-it-take-for-you-to-give-that-a-10) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **May 13, 2014** In sales situations, it’s not unusual to come across prospects that appear at first to be largely content with the status ... ### [Why stalking your website visitors isn't a very good idea](https://www.inflexion-point.com/Blog/bid/81746/Why-stalking-your-website-visitors-isn-t-a-very-good-idea) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Feb 09, 2012** I recently received a LinkedIn message from someone whose profile I had accidently visited, saying something along the lines ... ### [3 Revenue-Driving New Year Resolutions](https://www.inflexion-point.com/Blog/bid/53123/3-Revenue-Driving-New-Year-Resolutions) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Dec 22, 2010** It’s the time of year when we all get showered with recommendations for New Year Resolutions, and as if you haven’t already ... 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