2019 Onboarding Sales Leadership Sales Management 
Miller Heiman Group
JULY 8, 2019
Nearly half of American CFOs indicated they believed a recession would hit by mid-year 2020 in a Duke University/CFO Global Business Outlook survey released in June 2019. Last year, the average sales organization saw revenue attainment of 101%, according to CSO Insights, the research division of Miller Heiman Group.
RAIN Group
JUNE 19, 2019
Date: Tuesday, June 25, 2019 Time: 2 PM ET Presenter: Mike Schultz Cost: Free.
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Chally
MARCH 18, 2021
These factors can be quantified as: Ramp time – The time it takes for a newly hired salesperson to reach proficiency Tenure – How long the salesperson stays with the company Promotability – The potential to grow into more senior sales roles or sales management. Include assessment results in onboarding and training activities.
Miller Heiman Group
SEPTEMBER 16, 2019
Yet just 24% of sales organizations assess their top performers to learn why they are successful. The process to get a new salesperson up to speed is lengthy: 4 months to recruit and 9 months to onboard to full productivity. With the average sales quota around $2 million, those 13 months represent a huge productivity loss.
Miller Heiman Group
JANUARY 7, 2020
For the past few years, the average sales organization struggled to develop a world-class talent strategy, from creating a pipeline of highly qualified candidates to growing and retaining existing talent. Talent gaps like these threaten to derail sales organizations. Refresh your systematic onboarding process.
Mike Kunkle
JULY 2, 2022
Sales training and supporting materials and elements. Sales technology and tools. Supporting effective sales coaching and sales management. Taking on the Managers’ Role: The use of sales enablement to “cover” aspects of the front-line sales managers’ role.
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