Published: 29 June 2023
Sales teams will not hit their numbers without using hiring and retention strategies that aggressively embrace diverse talent pools and address issues that stifle equity and inclusion. CSOs must use the “three Rs” to redefine the composition of successful B2B sales teams.
Chief sales officers (CSOs) face the daunting task of simultaneously tackling hiring and employee retention challenges while striving to enhance diversity, equity and inclusion (DEI) outcomes.
The time it takes to fill open and new positions has skyrocketed, making it difficult to expand a sales force using the old playbook. CSOs must overcome this significant obstacle to meet growth targets promptly and efficiently by embracing diverse and nontraditional candidate pools.
Attrition rates among salespeople far exceed acceptable targets. This alarming turnover undermines the stability of sales teams, necessitating proactive measures to improve employee retention.
New-to-role salespeople come with substantial compensation expectations,
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