The landscape of sales is always evolving. In recent years, practices in B2B sales have been altered more dramatically, incited by advances in telecommunication and internet resources. The 2020 global pandemic acted as a catalyst, forcing businesses to focus on streamlining the costs of their salespeople, while also adopting flexible work environments, a more diverse workforce and a greater focus on wellbeing.

Hiring effective sales talent can be more challenging than hiring for other roles, especially due to the impact sales can have on the company’s overall wellbeing. According to a PwC survey, 58% of HR leaders report that finding, attracting and retaining talent was one of the biggest human capital challenges facing their organizations.

Candidates who apply for careers in sales are increasingly creative at appearing to be well-suited for the job, but that is not always the case. Sales organizations are becoming more segmented as their clients’ companies diversify their portfolios. And B2B sales infrastructure and manpower has been traditionally more expensive for companies to maintain than B2C sales.

In light of these challenges, sales organizations have responded in kind. There are many new trends emerging when it comes to hiring and retaining top sales talent. The key is to recognize when you are swimming against the current, so you can turn around and go the other way.

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