Most complex B2B sales organizations have embraced “sales as science.” They have adopted (if not yet fully formalized) sales process and sales methodology. They have invested significant money into a CRM system to collect large volumes of structured and unstructured data about contacts, opportunities and accounts. Many are experimenting with new predictive AI tools to recommend the right content at the right time, score leads, recommend next best actions, refine forecasts, select accounts and more. There is not much in a sales organization that isn’t quantified, bucketed, collected or analyzed in some way… except talent.
“Talent” is the inherent abilities within the individuals in your sales organization. Everyone is talented (has talent of some kind). But of course, some talents and combinations of talents are going to be more fruitful than others in your specific sales environment. Do you know which ones they are?
Many leaders see traditional criteria such as hard-working,
