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TOPO’s Sales Development Practice set out to conduct an in-depth study of world-class sales development organizations. The focus of our research was to understand what separates exceptional sales development teams from their peers. We discovered a number of unique characteristics that drive the highest growth, including strategy, organizational structure, process, plays and technology. The primary goal of our benchmark report is to provide sales development organizations with a framework to benchmark their performance against peers. The framework looks at 90 data points across four primary categories, to assess sales development performance. |
