Infographic: 84.6% Of Firms Admit They Don’t Have The Sales Talent To Succeed

Infographic: 84.6% Of Firms Admit They Don’t Have The Sales Talent To Succeed
SHARE
THIS



A new study has found only 16 per cent of sales leaders believe that they have the talent they need to succeed in the future.

The US study, by CSO Insights (the research division of sales consultancy firm Miller Heiman Group), found the deep impact that a lack of quality sales staff can have on a business. Check out the major findings of the study below:
Screen Shot 2018-09-17 at 10.59.08 am

The 2018 Sales Talent Study, based on a global survey of over 320 sales organisations, finds that despite sales teams’ deep concerns over the future of talent, when asked what changes they’ve made to hiring profiles over the last 12 months, most teams said “no changes.”

The study also suggests that organisations focus on the wrong criteria when developing sales talent, focusing on gut feelings over data-driven insights that can predict higher win rates and more consistent quota attainment.

“Talent gaps are incredibly costly to sales organizations,” said Seleste Lunsford, managing director, CSO Insights.

“It takes an average of four months to recruit a new seller, and an additional nine months to train them to full productivity. That’s over a year of productivity lost. But an effective sales leader sees hiring as an opportunity.

“With the right approach to talent development strategies, sales leaders can accelerate transformation within two years.”

The study finds that sales organisations struggle to replicate successful selling strategies. Instead, they rely heavily on hiring top performers, rather than developing talent as a whole.

Sales organisations should instead seek out data-aided solutions to enable their entire workforce, optimising each seller’s performance rather than searching in a small pool of talent for high performers who can fill in the gaps.

“Talent is an issue for most sales organizations. And, it shouldn’t be the sole responsibility of human resource departments and learning and development teams to address,” said Lunsford.

“Chief sales officers need to own the identification, recruitment, retention, and enablement of talent as part of an overarching strategy.

“In order to build an effective sales team, CSOs should look for agility, learning propensity, comfort with technology, and analytical skills in new hires, and to build those same characteristics in their incumbent sales teams.”

 

Please login with linkedin to comment

CSO sales talent

Latest News

Aussie Pooch Mobile Embracing Localised Approach To Its Online Presence
  • Advertising
  • Marketing

Aussie Pooch Mobile Embracing Localised Approach To Its Online Presence

Aussie Pooch Mobile recently took out the number one spot in the Marketing category of this year’s Topfranchise Awards organised by 10 Thousand Feet Research and online marketplace SEEK Business. B&T sat down with Aussie Pooch Mobile’s marketing manager, Tracy Sullivan, to chat about the strategy behind their success. Why have you focused on online […]

B&T’s Research Agency Of The Year, Nature, Unveils Sydney Move
  • Marketing
  • Media

B&T’s Research Agency Of The Year, Nature, Unveils Sydney Move

Independent research consultancy, Nature, has announced an interstate expansion with the establishment of a Sydney office in the New Year. The announcement comes off the back of the business being recognised as Research Agency of the Year at the B&T Awards in November. According to Nature’s founder and managing director, Chris Crook, the move is a natural […]

by B&T Magazine

B&T Magazine
Paper Moose & Skillsroad Tackle Youth Unemployment
  • Campaigns
  • Technology

Paper Moose & Skillsroad Tackle Youth Unemployment

The NSW Business Chamber’s Skillsroad initiative has teamed up with independent makers agency Paper Moose to create an immersive, multi-touchpoint virtual reality experience. The initiative is an  effort to raise young Australians’ awareness of apprenticeships and traineeships for various careers. The digital experience, funded by the NSW Government Department of Industry, brings viewers into the […]

QMS NZ Finalises MediaWorks Merger
  • Media

QMS NZ Finalises MediaWorks Merger

QMS Media Limited has finalised terms for the merger of its New Zealand out-of-home, digital media and production business (QMS NZ) with MediaWorks, New Zealand’s leading independent radio, TV and digital business. The merger on completion will establish the newly combined QMS and MediaWorks as the largest multi-media advertising group in the country. In late […]

Headspace Australia Launches Instagram Campaign For Year 12 Students
  • Media

Headspace Australia Launches Instagram Campaign For Year 12 Students

Australian celebrities and creators are sharing their support for Year 12 students this week, in a new initiative from Instagram and headspace Australia. Launched today ahead of end-of-school exam results, #GramFam Australia features messages from ARIA winner Amy Shark, TV presenters including Lisa Wilkinson and Sandra Sully, comedian Peter Helliar, Home & Away star Olivia […]

oOh!media & Adshel Combined Business Reaches 90% Of Aussie Audiences
  • Media

oOh!media & Adshel Combined Business Reaches 90% Of Aussie Audiences

oOh!media’s audience reach has extended to well above 90 per cent of the Australian population with the integration of Adshel’s assets into the business, according to analysis of audience data. The audience reach data was announced as oOh! rebrands the Adshel assets to Commute by oOh!. Audience data from MOVE shows oOh!’s reach is unmatched […]

iHeartRadio & Surf Life Saving NSW Revive ‘Surf Life Sounds’ For Summer
  • Media

iHeartRadio & Surf Life Saving NSW Revive ‘Surf Life Sounds’ For Summer

The Australian Radio Network’s iHeartRadio Australia has teamed up with Surf Life Saving NSW (SLS NSW) for another year of ‘Surf Life Sounds’. The digital radio station features a mix of this summer’s hits, providing the official soundtrack to a safe summer at the beach while celebrating Australian beach culture. The Surf Life Sounds name […]

Sky News Bolsters Editorial Team With Two New Hires
  • Media

Sky News Bolsters Editorial Team With Two New Hires

Sky News today announced further expansion and investment in its editorial leadership team with the appointment of two new roles across its newsroom operations. Experienced television news director, Chris Willis has been appointed to the newly created leadership position of executive editor of news and talk. In this senior editorial role, Willis will have overall responsibility […]