The Aberdeen Group recently completed a study which examined 295 organizations’ channel sales effectiveness. It found that best-in-class companies manage third party sales channels differently – especially in regard to sales forecasting. Specifically, best-in-class companies:
- achieve an average of 107% of their annual sales quota, compared to 74% for Industry Average and 36% for Laggards.
- average lead conversion rates grew by 5.4%, year over year, versus 2.1% for Average firms and a 0.9% decrease for Laggards
- boast an average 4.6% year-over-year increase in average deal size or contract value, as compared to 2.2% for Industry Average firms and a 2.6% decrease among Laggards.
The study is available for free until 6/3/2011 – but you need to register here.