In September, the CSO Insights 2013 Sales Compensation & Performance Management Report was published. This infographic shows the impact of sales team engagement as reported by the 950 companies that participated in the study.

1. In September, the CSO Insights 2013 Sales Compensation &
Performance Management Report was published. This
infographic shows the impact of sales team engagement as
reported by the 950 companies that participated in the study.
The Impact of
SALES TEAM ENGAGEMENT
SALES REPS ACTIVELY ENGAGED IN SELLING EFFORTS
3.1% don’t know
80
%
>90%
19.5%
of employees are
not actively
engaged.
76–90%
34.5%
2.9% <25%
25–50
13.9%
%
Organizations with more than 50 percent
actively engaged sales teams
perform 2x better.
Sales Force
Effectiveness and
Enablement
51–70%
26.2%
% Reps Meeting Quota
Voluntary/Involuntary
Rep Turnover
Provide Managers with
Process Metrics
Weighted Average Quota
PERCENTAGE OF REPS EXPECTED TO MAKE QUOTA
23
%
≤50
15.1%
%
>85%
23%
51–70%
23.8%
71–85%
38.1%
of companies
surveyed expect more
than 85 percent of
sales reps to make
quota.
<50%
of Reps
Actively
Engaged
>50%
of Reps
Actively
Engaged
32%
62%
22%/12%
7%/6%
36%
64%
$1.2M
$2.5M
PERCENTAGE OF ORGS THAT REACH ACCELERATORS
>40
%
4.6% don’t know
>40%
28.7%
26–40%
16.9%
≤10%
22.8%
of reps are reaching their
accelerators in more than
half of sales organizations.
11–15%
9.3%
16–25%
17.7%
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SOURCE:
CSO Insights 2013 Sales Compensation &
Performance Management Key Trends Analysis
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