What skill do you find most lacking in sales talent you interview today?

I find a pervasive gap in the ability to derive insights or sell through data-based insights...

I'd guess it's hard to identify prospecting skill or talent in an interview so I was very surprised when I saw the results of the poll. I think what is true is that it's extremely difficult to prospect today and it is changing at breakneck speed. I'm not sure anyone is keeping up with the pace of change. My experience has been that many folks interviewing for sales roles today simply lack the G.A.S factor. That's the "Give a S..." you fill in the blank. So many people are coming into interviews having done minimal research and just applying to every job opening there is. Even though there is more talent being laid off every day, it's become even harder to find that talent because of the volume of applicants on each role. 

Its a bit of a mixed bad out here right now. I would check off each of these skills as lacking after an interviewing day. I see an over-all lack of planning for the interview, a lack of research done on the day to day of the opportunity, but they have reviewed the pay, benefits and career growth. Its disappointing sometimes and other times refreshing. I'm glad people feel they need to be paid for their worth, the problem is that many entry level candidates feel they should be paid like the CEO- without any skills. For those with skills, they seem very rigid and unwilling to learn something new. 

The biggest gap I see is business acumen. Sellers would do well to read their clients’
10-K and visit the investor relations sections of their website. Review analyst presentations to gain insight where the company wants to go then map your solution to help them get there.