The Battle for Top Sales Talent

How to succeed in hiring and keeping high-achieving sales employees


While there may be a large pool of people looking for sales jobs, the number of top sales performers is much smaller.


Employers don’t hold all the cards in attracting and retaining sales talent: Sales high-achievers have choices. According to Forbes, sales representatives are one of the 10 hardest jobs to fill.


The term “the war for talent” refers to the highly competitive landscape for recruiting and retaining talented employees.


The term was coined by Steven Hankin of McKinsey & Company and the concept is detailed in a book by Ed Michaels, Helen Handfield-Jones, and Beth Axelrod.


The war for talent especially applies to the sales field. The Aberdeen Group’s Best Practices in Maximizing Sales Productivity annual study concluded that there is an “insufficient talent pool of top sales performers” in sales organizations.

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