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TMCNet:  CSO Insights Study Shows Only 63% of Sales Reps Met Quota in 2012

[February 19, 2013]

CSO Insights Study Shows Only 63% of Sales Reps Met Quota in 2012

SAN FRANCISCO --(Business Wire)--

Sixty-three percent of sales people met quota, according to the latest CSO Insights (News - Alert) Sales Performance Optimization (SPO) study, the same number as last year. This nineteenth annual survey gleaned data from more than 1,200 firms worldwide, revealing recent sales results, anticipated challenges, and action plans.

The survey uncovered that revenue targets are 16.4% higher than last year, on average, with plans for 12.2% growth in sales organizations - even while achievement of sales quotas remained flat year over year.

"With higher revenue targets, better sales productivity technologies are a business imperative for delivering sales results in the coming year," said Joe Fuca, senior vice president of sales, DocuSign. "DocuSign gives sales organizations immediate ROI payback by streamlining the sales cycle and giving reps greater visibility into the sales process so that they can close more deals faster."

The survey also highlighted that businesses are looking to leverage Big Data and trends in mobility to enhance sales. Among their top objectives in the next 12 months, 23.7% of participants noted reducing sell cycle time and 51.6% listed increasing sales effectiveness. Enhancing lead generation and better alignment between sales and marketing are high on the list of planned initiatives. The data show a payoff from combining these with consistent sales process implementation.

"Mobility is an essential part of sales, whether it's for field sales reps or customers who need to sign a contract when they are away from their desk," said Fuca. "Customers can DocuSign in person on an Apple (News - Alert) iPad or from anywere in the world, at any time - whenever it's convenient."

More information on the CSO Insights Sales Performance Optimization Study can be found at www.csoinsights.com. More information about DocuSign for sales can be found at www.docusign.com. For a copy of the CSO Insights Sales Performance Optimization Study results, please contact Kim Cameron at kim.cameron@csoinsights.com or call 775-831-9013.

About DocuSign Inc.

DocuSign® is the leader in eSignature transaction management and the global standard for eSignature. Global enterprises, business departments, individual professionals and consumers are standardising on DocuSign, with more than 50,000 new users joining the DocuSign Global Network every day. Today, that network includes more than 27 million users in 188 countries. DocuSign is used to accelerate transaction times to increase speed to results, reduce costs, and delight customers across nearly every industry - from financial services, insurance, technology, healthcare, manufacturing, communications, property management and consumer goods, to higher education and others. For more information, visit www.docusign.com or call 877.720.2040. Visit the DocuSign blog at www.docusign.com/blog and follow DocuSign on Twitter, LinkedIn and Facebook.

Apple® and iPad® are registered trademarks of Apple, Inc.


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