4 Common Derailers to Effective Seller Development
Four common derailers to effective sales development—and how you can avoid them.
From private instruction to public experiences, our sessions help strengthen organization-wide skills and gain new insights to drive performance into the future.
The biggest obstacle facing sales organizations today is sales talent. Buyers are getting better at buying faster than sellers are getting better at selling. Customers have more buying power and insight than ever before, and they’re relying less on sales reps for information, turning to them only when they’ve already made a buying decision. As a result, the number of sales reps making quota has dropped by 10% over the last five years, and only 16% of organizations believe they have the sales talent they need to succeed in the future.
With traditional sales engagements less viable than ever, organizations need to focus on two things: alignment, which is Korn Ferry’s strength, and execution, which is Miller Heiman Group’s core competency. Our integrated solution aligns your sales team, using proprietary assessments to ensure that you have the right roles, people, and channels deployed to the right market segments—along with the right incentive programs to motivate your sellers. Then we improve your execution using Miller Heiman Group’s market-leading sales training programs, along with coaching and reinforcement, to execute the methodology with precision and ensure your salespeople differentiate themselves and your solutions by adding greater value than the competition.
Our integrated solution helps organizations answer every question along the sales performance and customer experience journey: