Vision Report

Hiring Great B2B Sellers Requires Clear Standards And Cross-Functional Support

Orchestrating Support During The Attract Phase Of The Sales Talent Lifecycle

February 16th, 2022
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Adam Birnberg , Arianne Burnette

Summary

The Great Resignation has exposed a challenge in retaining human capital that is analogous to the supply chain gaps experienced by many Western economies. B2B sales organizations must go on the offensive in “the war for talent,” lest they fail to cover territories and meet quotas due to a lack of quality sales professionals. The impact of underperformance against revenue goals cascades throughout the enterprise. In this report, we describe how multiple functions — not just recruiters in HR — must identify and follow best practices for talent acquisition support, under the guidance and orchestrating efforts of the sales enablement team.

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