Introducing The Sales Talent Recruitment Waterfall

January 1st, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

As the demand for top sales talent continues to outpace supply, B2B organizations struggle to fill open positions with high performers. Sales recruiting is often executed as point-in-time activities to fill a headcount vs. an ongoing process of replenishment. In this report, we introduce the Sales Talent Recruitment Waterfall — a five-stage framework that encompasses the key activities required to efficiently and repeatably hire the best sales talent.

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