How a 'hub' speeds up talent processes and enhances their impact.
Turnover among B2B salespeople averages between 25% and 50%, and that means that for many companies, sales hiring, onboarding, coaching, and training are constantly in high gear. That’s why it’s critical to reduce the four to nine months it takes to hire and develop salespeople to meet or exceed acceptable levels of productivity. By leveraging data and analytics, sales organizations are acquiring, developing, and energizing better talent, and doing it faster using fewer resources.
Sales organizations can make talent management more market-sensing and agile by connecting these systems through an always-on talent support platform — what we call a digital talent hub. The hub houses digital assets that deliver data-based insights across talent management decisions and processes, from designing the success profile, to acquiring, developing, and retaining talent, to enabling sales managers as key participants in these efforts.
A CRM system uses AI to share the following insight with a salesperson: “Renewal at customer is due in 3 days with potential of $271K. Expansion opportunity for platform product signup within 6 months.” The same salesperson receives a semi-manual reminder from the learning management system: “Do sign up for the ‘Winning by Using LinkedIn’ workshop scheduled for 2pm Friday.” A third system that monitors sales performance issues a rule-based nudge: “Congratulations on the $170K win.
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