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.