Sales professionals and revenue
On average, 60.1% of a company’s revenues were generated by the top 20% of their sales professionals, according to CSO Insight’s 2015 Sales Management Optimization Study
44% of respondents said they under- stood why their top performers were successful but this increased to 94% among the “world class” group of respondents – there’s a gap of 50 percentage points between world-class firms and the pack, the 2016 Sales Best Practices Study reveals.
Ability to assess why “rainmaker” sales professionals are successful depends on assessing three key things:
- Skills/competencies that sales professionals apply in their daily workflow
- Talent – the behavioural DNA someone has
- Fit – Do they thrive in that specific environment?
