Thank you to everyone who participated in our recent poll on the key predictors of B2B sales success!

Now, let's unveil the science behind the sales game.

A groundbreaking meta-analysis of 139 independent studies from 1980 to 2019 has some eye-opening insights:

🥇 The Winner: Salesperson Attributes Turns out, the salesperson's qualities are the most significant predictors of success. Top factors include:

• Adaptive selling
• Customer orientation
• Self-efficacy
• Effort

🥈 Runner-up: Organizational Factors Your company's approach matters too:

• Technology usage
• Leadership
• Organizational support

🥉 Bronze: Customer Attributes Building relationships pays off:

• Customer trust
• Relationship quality

🏅 Honorable Mention: Environmental Factors Market conditions and tech advancements have moderate significance.

So, how did your predictions stack up against the research?

The takeaway is clear: when hiring for B2B sales roles, thoroughly assessing candidates' skills is crucial.

Remember, while organizational and environmental factors play a role, individual salesperson attributes are the strongest predictors of success.

#sales #interviews #informedecisions

*Source: Ohiomah, A., Benyoucef, M., & Andreev, P. (2020). A multidimensional perspective of business-to-business sales success: A meta-analytic review. Industrial Marketing Management, 90, 435-452.

Think sales experience guarantees success? Think again...

The shocking truth: Your 'seasoned' hire might be no better than a coin toss.

🔥 Bombshell Research Alert:
A 2020 meta-analysis of 139 B2B sales studies drops this truth bomb:

• Sales experience barely moves the needle on success (measly 0.16 correlation)
• Hiring Reality Check:
  • Flip a coin to decide who to hire = 50% shot at a good hire
  • "Experience-based" hiring = A pathetic 52%

Feeling duped yet?

Your "experienced" candidate might just be carrying years of bad habits.

So what actually predicts sales stardom?

#sales #interviews #informedeicisions

Are you missing out on sales superstars? 🌟

1000+ sales leaders revealed their biggest hiring mistake.

It's not what you think.

50% of sales mis-hires stem from one crucial oversight.

Candidate motivation.

Specifically, the drive to hustle.

True hustlers in sales:

• Relentlessly strive for contact
• Engage in multiple channels (social media, events, referrals, cold outreach)
• Believe their efforts will pay off
• Endure rejections with stamina

Beware of charisma without grit!

How to spot a real hustler:

1. Rapid career progression based on results
2. Left jobs where effort didn't equal outcome
3. Demonstrates persistent self-improvement, even outside work

#Sales #Interviews #Informedecisions