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

Eyeota Enhances Reach And Targeting Precision For RDA Research
  • Marketing

Eyeota Enhances Reach And Targeting Precision For RDA Research

Leading Australian market research data brand, RDA Research, provides actionable consumer intelligence to help businesses inform decision making and growth strategies. RDA Research wanted to make its unique consumer data available for addressable digital targeting and required a data onboarding partner to help activate their data in an online environment.

Enthral Strengthens Journalistic DNA By Hiring Channel 7 Reporter Sean Sowerby
  • Media

Enthral Strengthens Journalistic DNA By Hiring Channel 7 Reporter Sean Sowerby

Storytelling agency Enthral has appointed Channel 7 reporter and sports presenter Sean Sowerby as its new senior PR and content manager in Melbourne. Sowerby (pictured) started his award-winning career at 3AW before spending more than 15 years in television. Enthral founder and manager director, Cameron Smith, spoke of the significance of Sowerby joining the agency. […]

Blis Puts Its CEO In The Desert In Clever New “Data Drought” Ad
  • Campaigns
  • Technology

Blis Puts Its CEO In The Desert In Clever New “Data Drought” Ad

Ever since Google first announced it would be getting rid of third-party cookies on Chrome, digital advertising businesses have been actively sharing their plans for life after cookies. And now programmatic advertising company Blis might have come up with the most creative way to get the message across, in a new video which sees company […]

Agency Icon Sweeps The SABRE Awards
  • Marketing
  • Media

Agency Icon Sweeps The SABRE Awards

Integrated Melbourne agency Icon has taken top honours in the 2021 SABRE Awards, winning the coveted Australasian Consultancy of the Year for 2021 along with a host of category and craft awards. Icon led a large field of Australian agencies with a total of three major and seven minor awards, including gold in the cause-related […]

Former Agency Execs Launch Car Service Summon
  • Marketing
  • Media

Former Agency Execs Launch Car Service Summon

Former agency executives Tim O’Neill and Tim Fouhy have launched the auto technology startup Summon. Australia’s first full e-commerce service for prestige cars. O’Neill and Fouhy both founded Reactive, a digital agency, which was bought by Accenture in 2016. Following the deal, O’Neill and Fouhy ended up leading the company’s digital marketing arm, Accenture Interactive before […]