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1. XXXXXXDoes Your
Sales Team
Have the
Winning Move?

2. Four Key Concerns for Sales Leaders
1.
We are losing
deals. What’s
wrong — my
product or my
sales people?

3. Four Key Concerns for Sales Leaders
1. 2.
We are losing
deals. What’s
wrong — my
product or my
sales people?
We missed
our target
third quarter
in a row. Why?

4. Four Key Concerns for Sales Leaders
1. 2. 3.
We are losing
deals. What’s
wrong — my
product or my
sales people?
We missed
our target
third quarter
in a row. Why?
Why are my
sales team in the
office and not
out talking to
prospects?

5. XXXXXXFour Key Concerns for Sales Leaders
4.1. 2. 3.
We are losing
deals. What’s
wrong — my
product or my
sales people?
We missed
our target
third quarter
in a row. Why?
Why are my
sales team in the
office and not
out talking to
prospects?
Why are my
competitors’
rookies beat-
ing my seasoned
salespeople?

6. Customers Are Spending Less
Yet Demanding More
While CEOs have returned to their pre-recession expectations
of growth, customers are spending less than in previous years,
asking for greater customisation.
demanding more
spending less

7. Sales Organisations Are Reporting
Changes to Sales Cycles
78% 61% 57%have more people
involved in decisions
report longer time
to sale closure
buyers are delaying
contact with you and
your team until later in
the purchasing process

8. Over a Third of Current Sales Teams Are
Unable to Adapt to These Changes
This means that what gave you sales growth in the past
may not do in the future.

9. Sales Leaders Have an Unclear View of Talent
Within the Organisation
18%
KNOW
Only 18% of business leaders know if
they have the right people to execute
their strategy.

10. Sales Leaders Have an Unclear View of Talent
Within the Organisation
18%
KNOW
82%
DON’T
KNOW
Only 18% of business leaders know if
they have the right people to execute
their strategy.
82% do not know how their best
talent stacks up against competitors.

11. Sales Talent May Be Misaligned To Future Success
Most sales climates are aligned to the sales environment that was
successful in the past, and are not fit for the future.
82%In a process
driven climate

12. It Could Mean You’re Losing Both Sales
and Good Sales People…
Sales PEOPLE
Quality
Operations
Corporate
Human Resources
High Intent To Stay
HighEffort
Sales
LOSING Good
Sales teams lag behind other
functions in terms of working
harder and intent to stay.

13. …which will ultimately cost your business money
9% 3%Lower
Discretionary
Effort
Lower
Total Sales
Productivity

14. The cost of a single failed sales manager
£2.5 million
Why?
1. Lost productivity
2. Poor team engagement
3. Lacklustre customer
experience
4. Recruitment, salary
and training£ $ €

15. Insight into your sales team’s strengths, weaknesses
and potential helps you build the team you need
to drive significant business results
High scoring telecom sales
associates achieve over
£1 million more sales per year.
£2 million saved through
reduced sales employee
turnover, unscheduled leave
and non-starters.
Retail sales people achieve
19% more sales per month
and a potential extra
£46 million annually.
£1
million million million
£2 £46

16. Three Key Recommendations to Help You
Strengthen Your Competitive Advantage
Uncover the key
qualities that make
your salespeople
successful
1.

17. Three Key Recommendations to Help You
Strengthen Your Competitive Advantage
Uncover the key
qualities that make
your salespeople
successful
Use objective
assessment to find
out who’s really right
for your organisation
and how they compare
with the best sales
talent in the market
1. 2.

18. Three Key Recommendations to Help You
Strengthen Your Competitive Advantage
Uncover the key
qualities that make
your salespeople
successful
Discover what
motivates your
individual sales
professionals and
use this information
to drive stronger
results
Use objective
assessment to find
out who’s really right
for your organisation
and how they compare
with the best sales
talent in the market
1. 2. 3.

19. XXXXXX
Begin today with our Sales Audit
Find out who you need to help
you dominate the sales board
and win the game.
www.ceb.shl.com/sales-audit
CEB Sales Leadership Council, Sales Transformation Survey, 2013
CEB, Hiring Challenges in Toady’s Sales Environment, 2013
CEB, CLC Survey of Talent Assessment Decision Makers, 2012
CEB, Driving Sales Transformation, 2014
CEB, Global Labor Market Survey, 2013
© 2014 CEB. All Rights Reserved. CEB145055GD
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