One of the most significant growth challenges CEOs and commercial leaders face is hiring and retaining sufficient sales talent. According to our internal SBI benchmarking, most business-to-business sales organizations exited December of 2021 with a startling 10–15% open sales headcount. But the real “sales capacity at risk” figure is closer to 50–60% when factoring in open headcount, expected sales professional attrition, lower productivity levels from a glut of new hires across the past several months, and required growth hires to meet higher revenue targets….
