Infographic: 84.6% Of Firms Admit They Don’t Have The Sales Talent To Succeed
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:
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.”
Latest News
New Talent Agency, Liquorice Plants Roots In NZ
The brainchild of co-founders Gina Williams-Folau (main photo) and Greer Bland, the talent agency Liquorice was born out of a desire to make things easier for brand managers. Liquorice offers social talent for brands wanting to hit the sweet spot with Kiwi audiences. Launching with a roster of big names on board including Millie Elder-Holmes, Athena […]
Anglicare WA Makes Winter Chill Contagious In Campaign Via Wunderman Thompson
9000 Western Australians experiencing homelessness are about to face cold winter nights. To call for donations to the 2021 Winter Appeal, Anglicare WA has released a chilling video with renowned actor Liam Graham, best known for his starring roles in Greenfield and The Heights, experiencing mild hypothermia after spending one hour in a commercial freezer. […]
Blackmagic Design Helps Create Latest Ad For Chris Hemsworth’s Centr Fitness App
Blackmagic Design has shared how its products were used to shoot the latest commercial campaign for Chris Hemsworth’s fitness training app, Centr. The new campaign, which promotes the progressive 10 week workout plan ‘Power’ replicates the same protocols used to prepare the actor for his latest appearance in the upcoming Marvel franchise film, Thor: Love […]
What’s That? New Cannes In Cairns Speakers? Oh Yes, There’s More!
Look at this Cannes In Cairns' speaker list! Plus, we're yet to hear back from Vince Sorrenti and Ray 'Rabbits' Warren.
Webprofits To Aggressively Drive Airtasker’s UK Growth Plan
Airtasker has chosen leading independent digital growth consultancy, Webprofits as a strategic partner to help them expand to new markets. Following a successful IPO in early 2021, Airtasker set its sights on the next strategic objective — expansion and growth in the UK market. After careful review, they partnered with the growth marketing specialists at […]
Report: Print Readership In Australia Has Halved Since 2016
Print continues its sharp decline amid real concerns options are running out for the cat to do its business on.
The Australian Olympic Committee Urges Aussies To ‘Have A Go’ Via M&C Saatchi
This ad urges us to get into the Olympic spirit sans lighting a large cauldron & throwing javelins at the neighbours.
Nazeem Hussain Mistaken For Waleed Aly In TV Listing Fail
A pall of racism has fallen over the TV listings guide. In even bigger shock, people still reading TV listings guide.
Coke’s Customisable Pride Bottle Won’t Let You Add The Word ‘Lesbian’, But Will Let You Put ‘C*ck S*ckers’
Always wanted to send your mum a bottle of Coke with the Pride flag & 'c*cksuker' on the label? Light up her day here.
First Group Of Judges Revealed For B&T’s Best Of The Best Awards
Best Of The Best awards adland's finest. Although, whoever invented the Nutella cronut deserves an honourable mention.
Tuesday TV Wrap: Home And Away Tops Entertainment, But Ninja Warriors Beats MasterChef & Big Brother
Much like alcohol and a daily dose of Metamucil, Home and Away is just the gift that keeps on giving, isn't it?
TV Reporter’s Vox Pop Ruined By Man Repeatedly Throwing Up
Emetophobia is a fear of vomit. So, if you're emetophobic, you best avoid this. If not, you've learned a new word.
CouriersPlease Study Finds That Aussies Don’t Want Small Businesses To Shut During Lockdowns
Study finds Aussies don't want small businesses closed during lockdowns. B&T concurs with pubs, TABs and kebab shops.
Aussie Cannes Young Lions Team Win Gold In Cannes Lions Live Media Competition
It's more Cannes gold for Australia! Yet, sadly there'll be no waking up naked & drunk on Plage de la Bocca this year.
Melinda Geertz Steps Down As Leo Burnett CEO, Emma Montgomery To Take Reins
Melinda Geertz has stepped down as Leo's CEO, with porcelain swan or Thermomix current favourites for leaving present.
Saatchi & Saatchi’s ‘Donation Dollar’ Continues To Make Waves At Cannes Lions Live, While More Aussie Agencies Secure Success
As a tip, a Cannes Bronze Lion can become far more prestigious with a can of gold-coloured spray paint from Bunnings.
Cresta’s Awards See Upturn As Ad Spend Starts To Return
Cresta Awards has announced that despite having a few more weeks before entries close, this year’s Cresta Awards has surpassed its entries for the whole 2019 Season. Cresta sees this as evidence, not just of evolution in its own awards but of a wider measure of industry confidence and resilience in many markets. The awards […]
Ashley Madison Shifts From Shock To Female Empowerment
Ashley Madison offers married couples a discreet hook-up for affairs. As do drunken interstate industry conferences.
72andSunny APAC CEO Chris Kay Named Saatchi & Saatchi UK CEO
Aussie-based Chris Kay named Saatchi & Saatchi UK CEO. Find his green velour couch & Westinghouse fridge on Gumtree now.
Facebook Announces Plans For World’s Largest Shoppable Social Media Platform
Gerry Harvey meanwhile has sworn to build his own social network in retaliation to Facebook stepping on his turf.
Clems Melbourne Snares Charlotte Stevens To Head Myer Business
Charlotte Stevens to head Clems' Myer account. Apparently that's a department store & not a chalice filled with poison.
Microsoft Reaches $US2 Trillion Value As Apple Eyes $US3 Trillion
Do you ever regret not studying computer science at uni? Probably not... but perhaps you should.
Facebook’s VR Ad Play Hits A Snag
VR still hasn't truly taken off yet and we blame that awful Ready Player One film.
Reports: Google Draws The Ire Of EU (Again)
B&T's editor takes great pleasure in an opportunity to use 'ire' in a headline, despite having no idea what it means.
PubMatic Secures Data Partnership With HYP Technology
Think of data partnership news as being similar to celebrity hook-ups, just without weird combined names like Bennifer.
Publishers Cash In On EOFY Sales
Where are these same sales when you have to buy gifts for loved ones during Xmas, we ask?
Flybuys & The Trade Desk Help Connect Online & Offline Sales With New Partnership
Connecting online and offline data can now be as easy as serving a Woolies roast chook for dinner with this new deal.
Household Targeting’s Role In The Cookieless Future
Are you braced for a cookieless future? Thankfully it doesn't require hoarding loo rolls or building a fallout shelter.
Cartelux Extends Agreement With MINI
This should come as good news for all 'Small Car Only' car spots in shopping centres.
“Bots Are Programmed To Sell, Not Care!” AI & Algorithms Roasted In Creepy Robot Ad For US Travel Brand
If The Terminator taught us anything, it's not to start a fight with the robots.
