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