Top 12 World-Class Sales Practices | Use Formal Assessments for Top Performers

As highlighted in our 2018 Sales Talent Study, sales organizations have a talent problem – several of them, in fact. For one, the market is changing so rapidly that fewer than 20% of sales leaders believe they have the talent to succeed in the future. Second, positive economic conditions are driving high voluntary attrition, leaving sales organizations with costly gaps to fill.  And finally, sales organizations are over-dependent on a small portion of their sellers.
A full 54% of a sales organization’s revenues are generated by the top 20% of sellers. (Click to tweet)
Despite these issues, few sales organizations (24%) assess their top performers to find out what makes them so successful. This is, however, a much more common practice (86%) among those identified in our 2019 World-Class Sales Practices Study as being “World Class.”
World-Class Organizations run in a systematic fashion and take advantage of data and predictive analytics to make