If you conduct a Google search for "sales excellence studies", you'll find more than 20,000 results. I'm sure that some results point to surveys which were conducted by others, but either way, that's a lot of studies on sales excellence. If any of those studies were actually ground-breaking, insightful or truly representative of sales excellence, there would probably be fewer than a dozen. But there are not. There are many reasons why these studies are so lame, but let's name just a few:
- They're not really studies, rather they're surveys.
- They survey anyone who wishes to participate.
- People are included in the survey regardless of whether they employ best practices.
- People are included in the survey regardless of whether they're successful.
- They take the successful companies' most popular responses and refer to them as best practices.
- It's not a best practice just because a company is succeeding.
- Most participants are from very large companies.
- Most big companies are succeeding - not because of their sales organizations, but in spite of them.
- Effective Sales Selection for Appropriate Sales DNA,
- Effective Sales Coaching,
- Effective Sales Accountability,
- Formal, Structured Consultative Sales Process,
- Sales and Sales Leadership Training, Coaching and Development and
- Hunting for New Business.
Take most sales excellence studies with a grain of salt. Most are simply seasoning to make their product offerings smell and taste better.