Sales Management in a Changing Labor Market: New Rules, New Tools

12 April 2022


All of a sudden, it seems, sales leaders face a much different pool of available sales talent than the one they're used to. Salesperson turnover is high, candidates are scarce, recruiting is slow. Multiple factors are contributing to this: the much ballyhooed "Great Resignation," a tightening labor supply, demographic shifts to younger workers, the embrace of remote workforce models, and what may be quarantine-induced shifts in what workers value in employers and employment. Failure to adapt to these factors leaves many organizations with outdated talent management strategies, at a time when competing for talent has never been more important.

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