Every year I love the arrival of this document — it is a fascinating read.

I am shocked by the mistakes made by business leaders in selecting, training, compensation and managing salespeople.  Every year CSO Insights does an in-depth study of sales that presents the reader with hard facts for decision making.  Every leader responsible for sales and marketing should read it.

Hire an experienced salesperson for a new territory and expect him to close a deal in 90 days  (as certain UK company did)?  You are dreaming.  It doesn’t happen anymore.  Sales is much more complex and nuanced.

You can get the full document by contacting CSO Insights.

Please read it online and do not print it — if you can.  It is well over 200 pages.

I’d love to discuss what I see in this with you.  Why don’t you contact me at 516-284-4930 or [email protected]?