With many organizations selling in fiscal years ending in December, this time of year represents a special challenge. How do sales leaders focus their energies on these shortest of time windows (What do I have to close this hour? What needs to get out of...

In our past several posts, we’ve discussed several insights from the recent 2018 Sales Talent Study, highlighting a series of talent challenges plaguing sales leaders. With most (84.5%) sales leaders not convinced that they have the talent needed to succeed in the future, there are...

The best are driving over half your revenues. Do you want more of them?As we comb through the data of the 2018 Sales Talent Study, one of the more alarming statistics was the vulnerability sales organizations have when it comes to their top performers.For years,...

Talent issues are commonly associated with hiring. “I can’t find anyone who meets our requirements.” “I can’t afford the talent I need in this market.” In reality, the most common missteps occur before hiring and continue well beyond it. In this blog, we focus...

If people aren’t calling you up and begging you to hire them, you are not alone. With unemployment at lows across many major global markets, filling open sales roles is a challenge, taking, on average, four months. But let’s face it, people aren’t usually calling...

Most complex B2B sales organizations have embraced “sales as science.” They have adopted (if not yet fully formalized) sales process and sales methodology. They have invested significant money into a CRM system to collect large volumes of structured and unstructured data about contacts, opportunities and...

 In my last blog, I shared both the gaps and talent opportunities uncovered in the 2018 Sales Talent Study. It is clear, based on the feedback of over 300 sales leaders, that sales organizations have a sales talent problem (many problems in fact). The question,...

In our 2018 Buyer Preferences study, we heard directly from B2B buyers, and they weren’t dismissive of sellers. But they weren’t impressed either. Buyers said that salespeople met their expectations, but did not exceed them. And buyers said that they did not view salespeople as...

Sales talent, the people resources within a sales organization as characterized by their aptitudes and abilities, is increasingly a pain point for sales leaders. As such we recently worked with over 300 sales leaders around the world to better understand why talent is so challenging,...