At the Olympics, countries measure success by their medal count. A final medal count will tell you how successful the team is as a whole, but what that number won’t tell you is where the weaknesses, and the specific strengths of the team are. To find that information, you have to drill down into things like the players, individual team performances, etc....
Fundamental #4 - Talent
It’s easy to look at the bottom line and think you’ve effectively determined whether you have the right people in place to make your sales organization the best that it can be. A swimmer measures his speed. A gymnast measures her score. How are you measuring your team’s performance? Do you have the right players in the right places to ensure success? Here are four things to put in place:
1. Job/Role Definition
Have clear and well-defined job descriptions and role definitions for every position on the sales force and make sure all sales people understand their roles.
2. Recruiting and On-boarding Process
Include job descriptions, success profiles, interview guides and consistent on-boarding processes in your sales development program.
3. Coaching and Development
Identify key competencies and use them in the hiring, coaching and development of the sales team.
4. Succession Planning
Make sure you retain the most experienced and highest performing people on the team and support them in moving up into leadership roles.
A few key tools can help ensure you have the right people for success in your organization. Don’t just cross your fingers and “hope” they cross the finish line. Know from the start by outlining the basics. Predict victory. Get on the medal stand.
