Sales organizations are increasingly turning to Insight Selling to cope with increased buyer sophistication and deal complexity. That said, our recent member survey finds that most sales leaders believe as much as one-third of their sales force does not have the potential to Insight Sell. This harsh new reality, coupled with an aging workforce of baby-boomers, means that sales organizations must urgently look for new sales talent to replace their often aging and/or unqualified sales force.
However, as our latest research finds, traditional recruiting efforts fall short in hiring sales talent that can successfully Insight Sell. Indeed, Insight Selling places new-in-kind demands on reps, such as the ability to deliver insight and exercise judgment in the sale. Not surprisingly, these skills differ from traditional selling skills, and are typically not screened for in recruiting efforts.
Our analysis finds the types of skills needed for Sales factor into two categories, influencing skills (EQ) and thinking and judgment skills (IQ). As the graph below shows, most salespeople peak high on EQ, but fall short on IQ, leaving many sales organizations with reps that are unable to exercise the required judgment and thinking skills necessary to create and deliver commercial insights. Read More »