Results through Execution

Popular sales methodologies typically restate commonly understood principles

Source: Third Core Sales Methodology Research, 2008

Sales training alone rarely delivers results
NA companies with no sales methodology achieve 60% of sales targets on average. NA companies that train their sales force in a sales methodology achieve 59% of target on average

Source: North America Sales Effectiveness Survey, CSO Insights

90% of sales training creates no more than 120 days of sales improvement

Source: ES Research: Sales Training Effectiveness Survey

Sales management practices
do not support effective field execution
58% of organizations don’t mandate the use of their adopted sales methodology, 66% of sales people do not believe that their managers provide coaching

Source: The TAS Index 2007

The biggest driver of results is effective field execution, irrespective of sales methodology, supported
by appropriate leadership
companies that use a sales methodology appropriately and consistently are 50% more likely to make sales quota and have 39% less turnover

Source: The TAS Index 2007

Salespeople working for effective managers deliver 4 times more revenue than those working for ineffective managers

Source: Corporate Executive Board, 2007

Third Core focuses on enabling consistent execution of effective sales and leadership behaviors in the field. Organizations motivated to impact long-term results turn
to Third Core