Information Industry executives tell us that driving sustained revenue growth is the most important issue facing their business.
However, growth initiatives often fall short, largely due to the lack of reliable benchmark data.
The Sales Performance Benchmark and Growth Plan will enable you to measure key KPIs about your sales organization and activity.
Our consultants will then guide you in prioritizing and implementing the specific initiatives that will lead to measurable sales performance improvements that are tailored to the unique needs of your organization.
Set challenging sales goals and achieve them
Charge premium prices and avoid discounting
Gain higher than average win rates
Grow their key accounts by upselling and cross-selling
Continually fill the pipeline with quality opportunities
Practice solution selling and focus on the customer value delivery
While each top-performing sales organization is unique, they have one thing in common — a focus on the attributes that lead to top performance as measured by the sales KPIs that really matter. Outsell will help you identify and implement these winning attributes, leading to sustainable sales growth.
Step 1: Sales Performance Benchmark
Outsell’s Sales Performance Benchmark Database, a collaboration between Outsell & OC&C, tracks KPIS of leading information Industry sales organizations from companies with annual revenues ranging from under $20 million to over $1 billion. These companies represent a cross section of our industry. You may participate in the benchmark at no cost. The questionnaire will take no more than 15 minutes and you will receive an executive summary of the results.
Step 2: Custom Report and Advisory Call
For an additional investment of $7,500, you may elect to have one of two customized reports delivered to you. The first will compare your organization to similar firms by size or sector. You will be compared to KPI norms for the group. The second will compare your individual divisions, if you have multiple sales teams and benchmark them against each other, here again, comparing each division to the KPI norms of the consolidated group.
Once we deliver this report we will set up a practical two-hour, action-oriented call, pointing out key areas requiring focus and key areas requiring maintenance.
Outsell’s database tracks 20 questions, and cross-references them with the three sales performance KPIs that correlate with top-performance.
As a participant in the Sales Performance Benchmarking and Growth Plan, we will benchmark your organization’s attributes against the attributes of top sales performing organizations.
We then conduct a custom analysis to identify the areas of improvement for your sales organization. This will enable you to rank your sales organization against the top-performers as defined by KPIs in each critical attribute category, identify areas for sales performance improvement, and prioritize the initiatives most likely to lead to sales performance improvement in your organization.
Putting the analyses into action for implementation is the outcome. Outsell consultants will help you develop a sales growth action plan that you can implement to gain measurable improvements as quickly and effectively as possible.
Step 1: Project Kick-off
Outsell and client kick off project; Complete the benchmark survey.
Step 2: Data Analysis
Outsell conducts benchmark data analysis.
Step 3: Initial Recommendations
Outsell develops initial develops initial recommendations.
Week 3 - 4
Step 4: Implementation Option
Set up optional workshop or additional training.
The Sales Performance Benchmark and Growth Plan will provide immediate results to ensure sustainable
improvement in your sales organization and sales results. As a participant, you will get fact-based answers to three critical questions:
What is the current state of my selling organization?
Benchmark your sales team against our database of information industry sales top-performers to gain a thorough understanding of your sales performance challenges, and an objective view of your sales organization.
What are your biggest opportunities for improvement?
Discover specific opportunities for improvement, based upon data, applied to your unique organization and operating environment, guided by Outsell’s sales performance experts.
Execute on these opportunities
Build a realistic, road-tested plan of action, with targeted results, for executing key sales performance initiatives, based upon Outsell’s expertise in creating short-term and long-term improvement roadmaps.
Ned May - Project Lead
The senior project lead for this study will be Ned May. As VP Intelligence, Ned leads the research and analyst team that produces Outsell competitive and market intelligence and the essential benchmarks and data underpinning Outsell services. Ned brings nearly 20 years of experience in analytic and operating roles across the research and data economy. Ned is responsible for the oversight and successful implementation of the project working with other members of the Outsell team.
Anthea Stratigos - Executive Review
Outsell considers it best practice for a member of the Outsell executive team to provide input on project design and to review any client deliverables before submission. For this project, Anthea Stratigos, Outsell’s Co-founder & CEO, will be the executive sponsor.
Outsell is the world’s only research and advisory firm focused solely on media, information, and data businesses. This gives us unparalleled expertise in our domain. Our analysts and consultants’ analytical insights and rigorous, fact-based research methodology have delivered solutions to critical problems time and again.
Outsell has conducted hundreds of proprietary studies for senior executives in industry with an emphasis on assessing markets, competitors, and technologies to inform strategies for future planning and revenue growth and in benchmarking and assessing key functions in order to ensure optimal operating performance.
Outsell’s annual benchmarks are used throughout the year. Deep dive studies deliver insight specific to organizations with similar mission and focus.
All team members have more than 20 years of domain expertise in the industry sectors they research and analyze. Our analysts and consultants take a fact-based approach to interpret data and combine that with their knowledge of the industry and the industry’s trends. They then analyze the implications and develop actionable, relevant recommendations that guide answers to “so what does it mean?” “what must we do next?” and “how should we best proceed?”