Talent Analytics: The Sales Leader’s New Competitive Edge

26 June 2015

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Sales leaders are confronted by a continuing challenge -- low sales productivity.  Too few reps are making quota (down from 63% to 58.2% according to CSO Insights) and it takes too long for new reps to become a productive member of the team (69% of reps take 7+ months to ramp-up, also according to CSO Insights).  This low productivity per reps is the primary reason why 86% of CSO’s expect to miss their 2015 revenue targets (CSO Insights).

According to TDWI Research, 17% of sales leaders have discovered the new competitive edge to increasing sales productivity -- talent analytics. Talent analytics are the new way of making talent decisions; they provide the path from guesswork or subjective-based decisions to decisions based on factual data.

Talent analytics help sales leaders by statistically proving what differentiates top-performers from the rest of the team, where to target development for the greatest ROI, and who to hire to reduce ramp-up time.  For the sales leader leveraging talent analytics, sales productivity is up 20-30%.

In this timely webinar, we will explore an advanced, but practical approach for significantly increasing sales productivity.  You will learn how to leverage talent analytics to improve the performance of both your existing team, as well as new hires.

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