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Dr. Rich Rocco, Research Director for the DePaul University Center for Sales Leadership recently presented his most recent findings from his Sales Effectiveness Research.
Here is a summary of his three key findings:
Key Finding #1: Talent War Continues
Identifying and retaining sales talent… This continues as a top challenge for companies in 2016:
- Findings consistent with past sales research
- 26% average annual turnover… combined with planned hiring growth rate targets of 30.6% (inside sales) and 16.3%(field) …means talent recruiting and retention continues to be a critical challenge for sales organizations.
Key Finding #2: Technology Imperative
Use of sales acceleration technologies and services. This is becoming more critical (best-in-class differentiator) to improving productivity and performance:
Top 3 MOST UTILIZED Sales acceleration technologies used by sales organizations in our study include:
- Data subscribers and enrichment
- Communications/dialing technology
- Predictive intelligence and lead scoring
Key Finding #3: Increased Investment for 2016
Companies plan to spend $6,170/salesperson in incremental sales technology investment for 2016
“Top 3” areas of interest in sales acceleration technologies and services in 2016:
- Lead flow management
- Predictive intelligence/lead scoring
- Sales communications/dialing technologies
View Recording of Webinar by Dr. Rocco