Best Practice Research

CSO Insights

The MHI Research Institute is dedicated to improving the sales performance and productivity of complex, business-to-business sales organizations.

Sales Research and Insight

By providing thought-leading research, critical analysis and benchmarking against world-class sales organizations, we help sales leaders develop and hone winning sales strategies. Our Advisory Service provides strategic decision-making support to sales leaders through customized insight and perspective.

Through our extensive, proprietary and objective research into the best practices, strategies and decision frameworks of world-class sales organizations, we share timely insights with clients through regularly published research, exclusive presentations and webinars, and apply these insights to their organization through direct access to analysts.

On-Demand Access to Research

CSOInsights mission is to continuously research, measure and analyse the best practices, innovations and emerging trends for complex, business-to-business sales and customer service organizations. This enables us to provide our members with on-demand access to the most compelling research and insight required to make strategic decisions.

By becoming a member of CSOInsights, you’ll benefit from the strategic analysis and practical expertise necessary to build and validate your selling strategies, in these five key areas:

  • Sales Productivity
  • Sales Operations
  • Sales Training
  • Sales Enablement
  • Sales Technologies

Services the MHI Research Institute provides:



The Advisory Service provides strategic decision-making support to sales leaders with concierge access to exclusive MHI Research Institute expertise through objective research, data, insight, and analysis. The Advisory Service team works with individual clients to uncover and focus on their strategic issues and specific challenges for a personalized experience. Clients will walk away armed with customized benchmark data and comparisons, best practice analysis and frameworks, a keen awareness of emerging productivity trends, and an understanding of the implications of technology advances  – all crucial information to reduce risk when making decisions.

Our members receive proprietary research that is continuously developed from insights gleaned from the MHI Global Sales Best Practice Study as well as synthesis of public domain content on emerging trends. This research is presented in the form of monthly Research Notes and Webinars.

Benchmark Services

Through a variety of research services, we collect and analyze client data on skills and behaviors critical to improved sales performance.

World Class Sales Performance Studies:  Through original research on client organizations, we measure and compare the performance of a sales organization against data from the MHI Global Sales Best Practices Study. The data compares organizational behaviors to those of World-Class Sales Organizations, helping sales leaders identify, prioritize and develop strategies to improve performance.

World Class Sales Performance Gap Analysis: Measures gaps and alignments of a sales team compared to World-Class Sales Performance.

World Class Sales Performance Benchmark: Measures gaps and alignments of a sales team compared to World-Class Sales Performance as well as Industry and internal benchmarks, including regions, business units or segments as scoped per the goals of the client.

Sales Skills Assessment: Our Sales Excellence Assessment, completed by both the sales person and manager for 180° feedback. Results are used to track improvement, help managers focus on developmental needs, and improve the return on training investment.

Job Match Profile: Through our partnership with Profiles International, organizations have the ability to leverage the Predictive Sales PerformanceSM to understand characteristics of top performing salespeople successful , and assess candidates in order to hire that possess those same qualities.

Sales Best Practices Study

CSOInsights annual research study of sales practices, success metrics, and World-Class Organizations has become recognized as the largest continuous research project dedicated to sales performance in the world.

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