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 us up and begging us to buy our products either. That’s why most B2B models include a sales function instead of purely e-commerce.
Yet even organizations that claim to be good at selling acknowledge that they’re not strong at hiring. In fact, less than a quarter (22.6%) of the respondents to our 2018 Sales Talent Study claimed hiring as an organizational strength. That’s because a completely different set of resources and processes is used to “sell” sales jobs than is used to sell products.
But it shouldn’t be that way. Sales executives need to take greater control over their talent strategies with tighter integration to their HR