We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales profession in the coming new year and compiled their perspectives and opinions in our eBook, “Sales Performance Improvement Trends for 2018 and Beyond”. Phil Everhardt is a Senior Sales Consultant at SPI and manages fast […]
A confluence of new capabilities is creating an innovative, more precise approach to performance improvement. New approaches include advanced analytics, refined sales competency and behavioral models, adaptive learning, and multiple forms of technology enablement. However, with only 17% of sales organizations leveraging sales talent analytics (TDWI Research), it seems that most CSO’s and their HR business partners are gambling — using intuition as the basis for making substantial investments in sales development initiatives. If the gamble doesn’t pay off, then the investment is wasted. Is your sales talent aligned to your company’s strategy of increasing revenue?
Do you have a systematic process for hiring A-players, or are you just winging it? Because their team is one of their most important assets, sales leaders have a key focus on developing their salespeople. When we ask how they figure out where to focus their development and how they’re investing in people, we find […]