Securing new business is the top objective of companies worldwide, according to a new report.
CSO Insights discloses this finding in its 2014 “Sales Force Optimization Study.” Underwritten by Velocify and based on a survey of more than 1,200 companies worldwide, the report collected information on more than 100 sales effectiveness-related metrics.
The research shows “capturing new accounts” is a top objective of 60.4 percent of the companies surveyed. This is followed by “increasing sales effectiveness” (40.4 percent) and optimizing lead generation (40.2 percent) as the second and third most frequently cited top objectives.
The report indicates that nearly half of sales leads (46.9 percent) are generated by sales reps themselves. This compares with 25.9 percent of leads that are generated by marketing, and 21.3 percent secured through customer referrals.