HIRING IS KEY BUT AN ELUSIVE COMPETENCY

Average sales turnover across firms surveyed by CSO Insights for its worldwide 2015 Sales Performance Optimization Study reached 22.4%. Meanwhile, 67.9% of companies said they planned to increase the size of their sales force this year. So, sales managers will have been busy both replacing salespeople and adding to their teams.

However, it seems effective hiring is not a core competency for the majority of organisations. Almost 50% of those surveyed said they need improvement in this aspect of sales management.