The Talent Challenge
In most companies, top managers look to compensation to help the company attract and retain the caliber of people it needs if it is to successfully sell to and interact with customers. Attracting and retaining top-notch talent is one of the most serious challenges faced by companies today, according to a recent McKinsey & Company research study.[3]
The study indicates that the number of 35to 44-year-olds in the United States will decline by 15 percent between 2000 and 2015. Our own experience shows that this age group provides approximately 60 percent of the typical sales force. Another study, which focuses on the subject of sales talent, puts this challenge into sharper focus. The Corporate Advisory Board's study reports ...
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