Many sales leaders drive their organizations by looking in the rearview mirror, using past data to determine future direction. But steering your sales team that way is about as effective as driving a car in that manner. That’s why the Sales Benchmark Index, in its study of practices used by the world’s best sales organizations, focuses on leading, not lagging indicators, identifying elements that indicate future success. John Holland, cofounder and principal at CustomerCentric Selling, says there are five areas in which World Class Sales Organizations (WCSOs) stand head and shoulders above the pack and are key indicators of future success. By focusing on these five areas in your own organization, he says, you’ll see a boost in your sales results.
For more information, visit www.customercentric.com.