How to Grow Revenue, Improve Win Rates, and Retain Top Sellers through Value Executive Summary As part of our Top-Performing Sales Organization research, we studied 472 sellers and executives globally at mid-size and large companies. Of 72 core factors we studied, five were geared to assessing an organization’s customer focus and value orientation: 1.Our sales organization focuses on driving maximum value for the customer. 2.Our sales force structure is aligned with the way our customers prefer to buy from us. 3.Our sales process is customer-focused and maps to our buyers’ buying processes. 4.Our sales process is flexible to apply to our buyers’ various roles and situations. 5.Our company leaders prioritize developing sellers to be as valuable to our buyers as possible.

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