Complex B2B sales is evolving at a rapid pace, however the approach to recruiting sales talent is not. The increase in complexity means that B2B sales is becoming increasingly systemised and sales leaders need to reconsider the talent profile of their ideal candidate.
Recruiting key sales talent is one of the biggest challenges for sales leaders across all sectors. Getting it wrong is costly – estimated somewhere between half a year and a full year of an annual target, plus reputation damage and potential impact to team culture.
What to look for in a good sales recruit can be a very vexing question for sales and business leaders. Sales isn’t just about the salesperson, it’s about your brand, your team and goals, and the journey your prospects take on the road to becoming customers.