The Pulse: The State Of Sales Talent Management 2018

Successful B2B sales professionals are more likely to consider leaving their current positions. Sales enablement must take responsibility for understanding the barriers to rep success and the keys to stronger retention. By understanding and replicating the activities of their strongest performers, organizations can maximize rep engagement, satisfaction and outcomes.

The need to identify buyers’ desires is universally understood by B2B sales organizations, but many forget their internal audience: sellers. Rather than make assumptions about what tasks and actions sales reps should pursue, sales enablement must compare sales activities with quota attainment outcomes and listen to feedback from its sellers. In this report, we report findings from the 2018 Sales Talent Study and examine how enablement leaders can improve seller (and buyer) experiences and results by establishing a stronger connection with their sales audience.