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Top 3 Findings from New DePaul Sales Effectiveness Research

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Dr. Rich Rocco, Research Director for the DePaul University Center for Sales Leadership recently presented his most recent findings from his Sales Effectiveness Research. 

Here is a summary of his three key findings:

Key Finding #1: Talent War Continues

Identifying and retaining sales talent… This continues as a top challenge for companies in 2016:

  • Findings consistent with past sales research
  • 26% average annual turnover… combined with planned hiring growth rate targets of 30.6% (inside sales) and 16.3%(field) …means  talent recruiting and retention continues to be a critical challenge for sales organizations.

Key Finding #2: Technology Imperative

Use of sales acceleration technologies and services. This is becoming more critical (best-in-class differentiator) to improving productivity and performance:

Top 3 MOST UTILIZED Sales acceleration technologies used by sales organizations in our study include:

  • Data subscribers and enrichment
  • Communications/dialing technology
  • Predictive intelligence and lead scoring

Stop Wasting Time Calling Unqualified Leads

Key Finding #3: Increased Investment for 2016

Companies plan to spend $6,170/salesperson in incremental sales technology investment for 2016

“Top 3” areas of interest in sales acceleration technologies and services in 2016:

View Recording of Webinar by Dr. Rocco


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