What is the ROI of sales intelligence?

According to CSO Insights, Sales Intelligence may provide as much as an 8% gain in sales, according to over a thousand sales managers. (See post of Wednesday, 6/13/07, for substantiating info.)

What does this mean in dollars?

“For the sake of discussion, let’s consider the performance of a mythical sales rep who has a $2M annual quota, selling deals that average $100K each. To close 20 forecast deals, a rep with a 47% win rate needs to have 43 deals in his or her pipeline. If the win rate on those pipeline deals could be increased to 55%, that rep would close at least 23 of those 43 opportunities. Multiplying those 3 extra deals by $100K each, the rep’s revenue would increase by $300K – and improvement any CSO would crave.” (Dickie, Jim and Barry Trailer, Proactive Sales Intelligence: The New Requirements for Getting Into the Game, CSO Insights (2007), page 5)

Take that increase across the board. If you could increase your pipeline output by 7% using the same resources, what would that mean to your company? Your sales reps? Your bonus?

If these results are interesting, you may want to speak with Primary Intelligence. Sales Intelligence is what we do. And, if you use the best Sales Intelligence possible, you’re likely to increase sales output by more than 7%.

The report can be downloaded from CSO Insights here. Registration is required. The registration form can be accessed here.

If you would like more information, please let me know. I enjoy the chance to chat about these topics. (cdalley@primary-intel.com, 801-838-9600 x5050)