I regularly scour the internet for well researched reports on the current views and advice on world class B2B sales productivity management, processes, methods and skills. As I do not have the resources to carry out such global sales research, I look for reputable organizations that do have the deep pockets to do this.

The move to digital selling is accelerating. Will your sales organization be left behind? Does your sales organization have a plan of action in place to remain competitive by employing digital selling platforms, tools and processes?

January 2022 will soon be upon us and many sales teams will start the year with increased sales targets founded on the vision of a positive post Covid world. I recently received two research papers from Korn Ferry and Allego on the state of sales enablement and sales team productivity. In this blog I will focus on six research insights that may affect your sales team success and actions that can increase your sales team competitiveness.

Recently the blog post from the Growth Institute showed on how to model your business, or in this blog, your sales team to perform like world class winning sports teams. Jack Daly, the blog author, says “ If most businesses learned how to run themselves the way sports teams do, I guarantee they would achieve more sales and faster growth with lower costs and operating expenses.”