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Hey there, Here's what you need to know. New research from Marshal School of business, a pulse check
 

Outside Sales Round Up

October 11 · Issue #4 · View online
The ultimate newsletter for outside sales professionals.

Hey there,
Here’s what you need to know. New research from Marshal School of business, a pulse check on your sales data, and a news roundup. Enjoy!

Sales Research out of University Southern California
Research by Steve Martin, a business professor from University Southern California, recently identified characteristics of top sales teams. 
High-performing sales organizations employ a more structured sales process.
- 50% of study participants from high-performing sales organizations responded they had sales processes that were closely monitored and automated. 
High-performing sales organizations are not afraid to aggressively raise year-over-year annual quotas.
- 75% of high-performing sales organizations raise annual quotas 
- Annual quotas remain the same or decrease for 65% of            underperforming sales organizations
High-performing sales organizations are quicker to terminate underperforming salespeople.
- 78% percent of high-performing sales organizations indicated that poor performers are terminated within a year 
Sales Metrics
When will people stop saying “we’re entering the information age?’ Data driven sales teams are nothing new, but they’re not perfect either. Are you up to date with the best metrics to measure your team’s performance?
The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why
Find the Right Metrics for Your Sales Team
You Can Make Your Sales Data a Lot Better with a Little Discipline
In Other News
Salesforce integrates IoT into sales and marketing - Business Insider
MapPoint and Streets and Trips Alternative
What Your Sales Team Needs To Know About The Basics Of SaaS Sales
Why Are We Interested?
Our research team is hyper focused on sales data. While the industry has realized the power of metric backed decisions, we believe there is always better data to be found.  We are driven to find the best data possible. 
Stay tuned… Big announcement coming next week.

Map on!
Matt
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