CSO Insights’ annual reports have always been a source of much inspiration, and this year is no exception. Their 2016 Sales Behaviours Study - involving over 1500 respondents - is the first one to be released as part of the MHI Group (you may recognise them as Miller Heiman), but the conclusions have lost none of their edge - or their power to shock.
Funnel Management is a classic example. At face value, the surveyed organisations appear to have a relatively high level of satisfaction with their Funnel management process - 71% reporting that it was “good enough”. But when you dig into the underlying data, it becomes clear that the surface finish of satisfaction conceals a great deal of complacency.
In fact, the latest study concluded that suggested that the survey respondents were actually wildly optimistic about their funnel management capabilities. Here’s why…Read More