IT Firms Bank on Sales Staff in Tough Market | In the News

At a time when top IT companies are seeing a reduction in their net headcount, there is a divergence between tech workers and their sales counterparts when it comes to the rate of headcount drop. Macro uncertainties have made sales cycles elongated, with increased scrutiny on project approvals by clients. Therefore, the importance of sales work has increased significantly of late.

Peter Bendor-Samuel, CEO of Everest Group, said, “It is important to remember that all these firms went into a hiring spree (software professionals) last year. They ended up building excess capacity, hoping for a continued accelerated growth of the industry they were seeing then. As the macro challenges started impacting services industry demand – discretionary pullbacks, delays in project ramp-ups, pricing pressures – they got left with an overstaffed situation.”

Read more in Financial Express.

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