Scorecard Sales: Making the World a Better Place Through Sales The sales profession is experiencing a performance crisis that shows no signs of slowing. Recent Salesforce research reveals that 67 percent of sales representatives failed to meet quota by year’s end, representing a dramatic decline from 2012 when roughly half of reps hit their targets....
Author: Kassy Good
86% of Sales Teams Operate Without Documented Processes—The Hidden Cost of Improvised Selling
Scorecard Sales: Making the World a Better Place Through Sales When sales performance declines, executives typically reach for familiar solutions: new compensation plans, additional hiring, upgraded CRM systems, or motivational training programs. Yet research reveals that 86 percent of companies operate without a documented, repeatable sales process—a foundational gap that undermines every other investment an...
The ROI of Sales Coaching: Why Pennsylvania Companies Outperform Competitors Who Skip Individual Development
Pennsylvania business leaders evaluating sales coaching investments face a critical question: does the time and money required for professional coaching generate returns that justify the expense? The answer, supported by extensive research and real-world results, demonstrates that working with a top sales training company delivers among the highest ROI of any business development investment. By...
Sales Coaching Delivers 28% Higher Win Rates While 73% of Managers Spend Less Than 5% of Time Coaching
Pennsylvania’s construction, insurance, and manufacturing sectors face a performance crisis hiding in plain sight: while companies that work with a top sales training company see win rates increase by up to 28 percent, 73 percent of sales managers spend less than 5 percent of their time actually coaching their teams. This massive coaching gap costs...
How Pennsylvania’s Top-Performing Sales Teams Use Coaching to Outpace Competition
Sales teams across Pennsylvania face intensifying competition in construction, insurance, and manufacturing sectors where product differentiation narrows and buyers become increasingly sophisticated. Top-performing organizations separate themselves not through superior products or lower prices, but through systematic sales coaching that elevates individual capabilities beyond what competitors’ teams can match. These high-performing teams treat coaching as strategic...
Moving Water Doesn’t Freeze
I have a beautiful fountain in my rear yard that I look at everyday to remind me of sales performance momentum in fact I am gazing at it right now. It is a simple 3’ basalt stone that water bubbles out from the top and cascades back down only to be recycled into the same constant...
Sales Training Investment Surges 178% as Companies Prioritize Revenue Growth
Corporate learning and development experienced a seismic shift in 2024 as organizations dramatically increased their commitment to sales training despite widespread economic uncertainty. Analysis of 194 companies revealed sales training hours surged by 178 percent, a trend heavily supported by the expertise of a top sales training company. This massive investment in B2B sales training...
Sales Performance Metrics Reshape How Organizations Measure Training ROI
Organizations investing millions in sales training face a critical challenge: Measuring Training ROI to prove those investments deliver measurable business value. Despite dramatic increases in training budgets, only 33 percent of sales leaders use formal assessments to measure return on investment, a problem often solved by partnering with a top sales training company This measurement...
B2B Sales Coaching Effectiveness Reaches 32% Win Rate Improvement
The impact of consistent sales coaching on business-to-business performance has reached unprecedented levels, with organizations partnering with a top sales training company achieving 32 percent higher win rates. This dramatic performance differential, combined with 28 percent higher quota attainment, demonstrates that coaching has evolved from a nice-to-have development activity into a critical revenue driver that...
Why Presenting Proposals Builds Trust, Closes Deals, and Sets You Apart
Let’s be honest—sales proposals are a moment of truth. It’s the fork in the road where all your discovery, follow-up, and preparation either pays off or falls flat. Many firms hire a top sales training company to fix this specific stage of the funnel. “Send the proposal” becomes the default step, often rushed or overlooked...