Sales Performance Research: What Makes Great Sales Organizations Great?

After analyzing over a hundred sales organizations, we looked beyond the gurus professing the latest and greatest sales strategies and trends. We focused on indentifying the qualities differentiating the best sales organizations from the rest. What specifically were they doing? What capabilities did they have? How competent were they in those capabilities? What stood out when achieving amazing success? What was that special formula that made the difference?

We found:

•  Every top performing organization had a solid foundation of fundamentals central to their daily operating practices and culture. With this relentless focus on execution they are able to apply more advanced and challenging strategies with predictable success.

•  The worst performing often were investing in similar improvement strategies and tactics. However, they failed to execute consistently and with the same degree of discipline. They either ignored or were ignorant of the most basic fundamentals.

•  Average performing companies often displayed characteristics of both the top and worst performers. For example, a branch demonstrating exceptional execution and yet another having significant shortcomings. As a result the cumulative performance was near average. Success was hit or miss within the same organization.

Through this research we found the success formula...

SORC® 360 has leveraged this research identifying 23 growth disciplines with 8 organizational attributes. Quantifying these attributes and disciplines SORC® 360 accurately predicts organizational sales performance and risks, as well as for regional and branch sales teams.

Our clients are achieving significant and sustainable results after choosing highly targeted changes uncovered by the SORC® 360 Diagnostic report.

Contact SORC® 360 to learn more.

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