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Chief Sales Officer (CSO) insights for Electronics and High Tech

Introducing new findings from the Accenture sponsored CSO Insights’ 2014 Sales Performance Benchmark survey

Overview

Watch this video of Jason Angelos, Managing Director at Accenture, introducing some of the key findings from our CSO Insights’ 2014 Sales Performance Benchmark survey.

Jason Angelos Discusses CSO Insights

Download Video Transcript [PDF, 120 KB]

The Accenture-sponsored CSO Insights’ 2014 Sales Performance Benchmark survey of almost 100 CSOs and sales executives in $1Billion+ companies reveals acute challenges in increasing sales.

  • Revenue achievement is down for the first time in 3 years to 86%

  • Sales quota attainment is also down to 59%, and reps spend only 1/3 of their time selling

  • Targets are up for 82% of CSOs, but they have low confidence (14%) in their ability to hit their numbers

With Accenture Sales and Channel Incentive Services, we can help you improve incentive spend ROI by 10 percent or more – typically tens of millions of dollars, boost sales by 3-5 percent and reduce related operational costs by 40-50 percent. And we can help you achieve these benefits with little risk and same-year returns.

Background

The Accenture-sponsored CSO Insights’ 2014 Sales Performance Benchmark survey of almost 100 CSOs and sales executives in $1Billion+ companies reveals acute challenges in increasing sales. Here are just some of the key findings from this report:

To learn more, read about the Five Imperatives to Powering Profitable Sales Growth

Introducing new insights from 95 sales executives in billion-dollar companies.

Recommendations

The Accenture-sponsored CSO Insights’ 2014 Sales Performance Benchmark survey of almost 100 CSOs and sales executives in $1Billion+ companies reveals acute challenges in increasing sales.

To drive sales growth and return to profitability, Accenture recommends radical changes to adopt Agile Sales.

Agile Selling is about

  • S – Spend Optimization Strategically align working sales spend—the costs CSOs control and influence—with an intense focus on ROI to power profitable growth.

  • P – Price & Profit Optimization Invest in price strategy adoption and deal-level governance, monitoring outcomes to boost profit.

  • E – Execution & Operations Excellence Architect the selling experience to serve the Nonstop customer, embracing Digital and Cloud as catalysts for change, and evolving operations to be the “insight engine” for sales.

  • E – Enablement of Sales Talent Apply science to uncover the DNA of high-performing sellers, apply those insights to the sales coverage model, roles, and enablement, and move the “frozen middle”.

  • D – Digital Selling Crush the silos that slow sales, embrace the evolving role of retail and channel partners, and re-orient front office around Nonstop Customer.

To learn more, read about the Five Imperatives to Powering Profitable Sales Growth

Visit us at accenture.com/sales-and-channel-incentive-services to learn how we can help you improve incentive spend ROI by 10 percent or more – typically tens of millions of dollars, boost sales by 3-5 percent and reduce related operational costs by 40-50 percent, with little risk and same-year returns.