Little in the world of sales is static. Customer requirements are ever-evolving and, in response, most sales organizations are in the midst of change, be it a new CRM, a new methodology, a new product launch, a new coverage model, etc. Too often, however, these major changes result in minor impact because they fall down at the point of individual execution and behavior change.
Talent is the missing element that commonly derails sales transformation. (click to tweet)
It’s not surprising, then, that talent is on the minds of most sales executives. According to our 2018 Sales Talent Study, the vast majority (84%) agree that they lack the talent they need to succeed in the future. Yet, while broadly acknowledged as a challenge, fewer than 1/3 of sales organizations that participated in our 2019 World-Class Sales Practices Study agreed that they have a talent strategy that would close such a talent gap and
