We recently did an informal poll of about 50 VP Sales in our network and the numbers are showing more than 55% of reps across all of the teams are below target. In speaking with sales leaders about the reasons, one common realization is that a lot of teams have succeeded in the past because of the market and/or product timing, but not necessarily because the team possessed the right attributes and skills. Now this year, we are seeing that the wrong attitudes and make-up amongst team members is exposing a serious mismatch between team members and what is required to successful, manifested in poor result (we have previously blogged about how to tell if Your Team Geared for 2009).
Certainly our recruiting division has been involved in more projects this year where we are engaged to help a team upgrade talent vs. add new headcount. Often doing this properly requires us to deconstruct the existing team to understand what the skills+dna+experience that is required for reps to be successful in the various roles.
We will watch this closely and share additional observations.
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