SOURCE: Kadient

February 24, 2009 09:30 ET

CSO Insights Survey Shows Declining Sales Performance in 2008; Calls for Investing in Sales Enablement in 2009

Kadient-Sponsored Report States That Companies Need to Enable Salespeople to Make Great Sales Calls

LOWELL, MA--(Marketwire - February 24, 2009) - The "2009 CSO Insights Sales Performance Optimization Report," underwritten by Kadient, shows that the job of selling got more challenging in 2008, and predicts that sales results will dip further in 2009 unless companies start to do something fundamentally different.

The findings of the report, based on a survey of over 1,800 companies worldwide, are consistent with the challenges that cause sales leaders to embrace Kadient's on-demand sales enablement application:

-- The percentage of salespeople failing to hit their sales quota rose from 38.8% to 41.2%

-- Overall revenue plan attainment dropped from 88.2% to 85.9%

-- The top 20% of sales reps are generating 61.5% of revenue

-- 70% of firms report that ramp-up time for new salespeople is seven months or greater

The report makes the case that investing in improved sales effectiveness needs to be a top priority in 2009. It states, "We do not believe that success in 2009 will be achieved by making more sales calls. The real objective is going to be how to make great calls: motivating stakeholders to meet with you; creating a sense of urgency that moves evaluating your solutions to the top of their priority list; differentiating yourself from the competition; selling value (so you can avoid discounting); creating a compelling business case to get the project approved now."

Accomplishing these goals requires salespeople to be more effective at selling than they were in 2008. The report shows that many sales leaders think they can cut their way to sales effectiveness by spending less on sales training, getting by with fewer sales support staff, and avoiding investment in technologies to enable sales. But CSO Insight argues that these companies will see revenues and margins fall as well. "2009 needs to be about investing your way to sales effectiveness," the report states.

Kadient's Sales Playbooks empower salespeople to make great sales calls. With Sales Playbooks, sales leaders can capture the knowledge, resources, messages, and coaching that are proven to work in winning sales engagements, and put these "plays" into the hands of all of their salespeople, from within a Sales Force Automation (SFA) system.

Kadient recognizes that many sales leaders know they need to invest in sales enablement in 2009, but feel handcuffed by extremely tight budgets. To make it easier to justify this investment, Kadient has developed the Sales Enablement ROI Calculator that shows how better sales enablement can improve three critical measures -- the number of deals each salesperson works, the win rate for those deals, and average selling price -- and it quantifies the impact each will have on revenue.

To learn more about our Sales Enablement ROI Calculator and to get your free copy of the CSO Insights Sales Performance Optimization Report, click here or visit

About Kadient

Kadient helps companies improve sales performance by arming their salespeople with the content, messages, and strategies they need to win at every stage of the customer's buying cycle. Kadient is the only on-demand sales enablement platform that combines Dynamic Sales Content, Sales Playbooks, and Sales Performance Analytics with proven best practices -- all served up within a Sales Force Automation (SFA) system. The result is shorter sales cycles, faster ramp up, and increased sales productivity. To experience Kadient, go to

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