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...

Last week, I shared some of our latest research on the performance impact of onboarding programs. The main findings were:Effective onboarding services can improve quota attainment by 16.2% Effective onboarding programs can speed up the ramp-time to full productivity by 17.9% Ineffective onboarding services...

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,...

In a recent blog post, Seleste Lunsford shared insights based on our 2018 Sales Talent Study centered around the question “You Hired the Right Salespeople. Now What?". She mentioned the role of sales enablement, especially the role of their onboarding program for new hires. Today,...

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...