Download ISP / RevenueTEK Global Revenue Index
The Institute of Sales Professionals A&NZ is proud to be associated with RevenueTEK’s latest ground-breaking research into global trends in sales performance. The 2023 Revenue Risk & Performance Index is the latest iteration of a longitudinal study of factors affecting sales pipeline productivity first published in 2005. In a business landscape marked by pandemics, pending climate catastrophe, accelerating technological advances and economic uncertainty at a global scale, change is now the only constant. Understanding and adapting to root causes rather than visible symptoms are crucial capabilities for organisations striving for success in an increasingly competitive marketplace.
From my position within the ISP, I am witnessing firsthand the remarkable transformations taking place across the sales domain. Technological advancements, shifting buyer behaviours, and the relentless march of globalization have reshaped the sales landscape, presenting both unprecedented challenges and opportunities for all kinds of businesses across all kinds of industries. Nobody remains untouched. It is in this context that RevenueTEK’s research assumes such significance, shedding light on the intricate dynamics and emerging patterns that make selling so complex and challenging.
Our primary interest in supporting this research is to help point our clients, members and the wider business community not just to valuable information, but to actionable insights on how to respond to the changes occurring around them. An old mentor of mine told me something many years ago that I have never forgotten, ”Son, there are three kinds of people in this world. Those that make things happen; those that watch things happen; and those that ask, “What the Hell just happened?!” Try and make sure you’re in the first group”. By examining a range of pipeline performance metrics over time – including several not included in other research, we are confident this knowledge can help better equip organizations with the predictive perception necessary to navigate the shifting currents successfully and either stay in or get into that first group.
I urge you to delve into RevenueTEK’s research with an open mind, embracing the transformative power of knowledge and insight. Let these insights help act as a compass, inform your decision-making processes, guide your strategic endeavours, and empower you and your people to thrive.
Craig McKell
Chief Executive
ISP – ANZ