With traditional sales engagements less viable than ever, organizations need to focus on two things: alignment, which is Korn Ferry’s strength, and execution, which is Miller Heiman Group’s core competency. As a result, the number of sales reps making quota has dropped by 10% over the last five years, and only 16% of organizations believe they have the sales talent they need to succeed in the future.
Customers have more buying power and insight than ever before, and they’re relying less on sales reps for information, turning to them only when they’ve already made a buying decision. Buyers are getting better at buying faster than sellers are getting better at selling. The biggest obstacle facing sales organizations today is sales talent. Why Korn Ferry acquired Miller Heiman Group
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