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?
Sales managers play a critical role in an organization’s success. Through their efforts and those of their teams, they help generate the revenue that sustains and grows the organization’s business. Sales Managers’ performances are evaluated against 4 metrics: Revenue – most sales managers have a fiduciary responsibility to drive revenue in a sustainable fashion. These […]
Does a CRM optimize sales performance? Why not? Bridge the learning to application gap (getting a return on the training investment). How does technology enablement helps sellers and managers? Why…
92 out of 96 Fortune 500 CEOs said that they are most interested in learning the business impact of their L&D programs, but only 8% see that happening at their companies now. There are proven approaches that leverage Sales Talent Analytics, and they absolutely help organizations prove the business impact / ROI of sales training.
The sales assessment industry has changed dramatically over the past few years. From the types of assessments that are used, to what they are being used for, the market looks very different today than what it did just 5-10 years ago. The purpose of this article is to really help shed a little light on how sales assessments have evolved, and how we visualize them being used moving forward.
With companies spending an average of $3,000-$6,000 per person on sales training, it’s no wonder that CEO’s want to quantify the ROI. Here’s the good news. There are proven approaches that leverage Sales Talent Analytics, and they absolutely help organizations prove the business impact/ROI of sales training.
Over the past two months, we’ve navigated through 7 Forces That Will Disrupt Sales in 2014. Collectively, the impact of these seven forces make one thing abundantly clear – sales organizations need to (potentially radically) re-calibrate their thinking to survive and thrive in an environment of increasing change.
In 2013 alone, over a trillion gigabytes of new data were created globally – and much of the unstructured data was related to markets, sales, consumption, and buyer communications. In fact, more data was created in the past two years than in the previous history of the world!
If you are successful, you will be imitated. As a result, the ability to create and sustain defensible differentiation becomes progressively more difficult in virtually all markets, which often leads to a commodity perception – accompanied by declining revenue growth and margin erosion. In the book The Solution-Centric Organization (McGraw-Hill 2006) we called this decline the “path to commoditization,”
As global economies recover the competition for talent is beginning to intensify. In fact, today 65% of global companies and more than 80% of companies in fast-growth economies are having problems finding employees with the skills they need, according to Towers Watson, an HR consultancy.
The dramatic growth of emerging market countries is also beginning to change migration patterns. Although developed markets are still a top choice for economic migrants, we are increasingly seeing reverse migration as well.
This rapid change in demographics cuts both ways – millennial demographics are shaping both buyer and seller behavior. On the buying side, technically savvy millennials will amplify the trend for buyers conducting their own research. Not only do they engage sellers much later in the buying process, they may not engage sellers at all.