In a market where buyers call the shots, sales executives everywhere are increasingly struggling to meet their revenue and profitability goals.
“CEO’s are investing more than ever in their salesforces, but results aren’t improving” reports Lynette Ryals, professor of strategic sales and account management at the U.K’s Cranfield School of Management and Iain Davies, a lecturer at the University of Bath.
A Ryals and Davies study of 800 business development managers, account managers, and telesales people from a cross section of U.K. blue chip companies’ published in a 2010, Harvard Business Review paints a bleak picture of selling in a choice saturated, Googledriven world:

Only 9.1% of sales meetings result in a sale.
Just 1 out of 250 salespeople exceed their targets.
$1,760 of profit per sale is needed just to cover the cost of failed sales meetings,
assuming that the meeting cost, on average, $16019.

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