75%+ of SME's are missing out

Research and industry benchmarks suggest only 10–25% of SMEs apply - sales methodology + sales process + CRM + Sales tools that drive predictable revenue growth.

Individually there are varying levels of application like CRM where it is estimated up to 80% are using CRM systems. However, it only takes one missing piece to impact the entire sales operations.

What this means is that 75%+ of SME's are missing key pieces of the sales puzzle

Whilst the table below shows estimated adoption of just a selection of sales areas it does show how SME's are missing out.

Estimated SME Adoption by Capability / Practice

• Sales Methodology: 20–35%
• Sales Process: 45–65%
• Win Reviews: 20–30%
• Loss Reviews: 10–20%
• Org Charts in Deal Management: 15–25%
• Online Proposals With View Tracking: 25–40%
• Customer Journey Mapping: 20–35%
• Account Plans: 15–30%
• Sales Persona Assessments: 15–25%
• Baseline Assessment Across Sales, Marketing & Customer Success: 5–15%
• Formal Sales Training: 35–50%
• Deal Qualification Framework: 35–55%
• Research Linked Companies Around Existing Customers: 25–45%
• Use a CRM System: 65–80%
• Understand ICP (Ideal Customer Profile): 30–50%
• Ability to Identify Website Visitor Companies: 15–30%
• Have Audited Website for Broken/Missing Elements: 40–60%
• Categorise Accounts Into Tiers: 20–35%
• Use Sales Coaching: 15–30%