6.3x
The Inspection Effect
Teams that inspect deals regularly hit quota at 6.3x the rate of those that don't. The single largest differential in the entire dataset.
The method most managers use for inspection actually correlates with the lowest performance. We show which methods work and which ones actively hurt.
50%
Where Deals Actually Die
Half of all breakdowns happen in strategy and discovery - not the close. Most enablement investment is aimed at the wrong stage.
Breakdown patterns shift dramatically by deal cycle length. We map exactly where to invest enablement effort by your specific cycle.
2x
Workflow vs. Docs
Teams with process embedded in workflow hit quota at 2x the rate of those relying on docs or wikis. Same process. Different home.
The top three reasons tools become shelfware all trace to the same root cause. We name it and show how top teams solved it.
5
Traits of Top Teams
No single tool, methodology, or budget level explained success. The highest-performing teams share five specific operating traits.
None of the five traits are about spend, headcount, or technology. We detail each one with the data behind it and what it looks like in practice.
