CSO Insights first presented our Sales Relationship/Process (SRP) Matrix™ in 2007 and we have been tracking its key metrics for the past eight years. The SRP Matrix serves as a framework for firms to quickly identify how they currently operate and what levels of relationship and process implementation they need to achieve to remain competitive going forward. As it turns out, elevating their position along each dimension is not simply a “nice idea” or a good thing for firms to do; our data clearly and consistently supports the importance of firms doing so.