When we tallied the results from the most recent CSO Insights “Sales Talent Study,” we found that only 16% of sales executives believe they have the sales talent they need to be successful. The more dire news? B2B buyers agree. In our “Buyers Preferences Study,” only 23% of buyers said they consider sellers as resources to solve business problems.
Unfortunately, many sales leaders have grown used to the idea that talent is a problem, and they’ve gotten out of the habit of trying to fix it. For example, despite the concerns with talent, less than a quarter (22.6%) of respondents to our study were attempting to make changes to their hiring profiles.
Furthermore, once a new salesperson is hired, it takes an average of 9.2 months to bring them up to full productivity. Many sales teams are also fighting the headwinds of attrition — 15.8% on average in our latest study, two-thirds of that voluntary.
With forces like these working against them, it’s no wonder so many sales leaders lack confidence in their sales force.