Categories: Talent Management
If you want a high-performing sales team, you need a process to help you attract, hire and retain top sales talent. Many sales managers wait for a vacancy to occur; then, react, hustling and bustling to find a body to fill the job. Don’t get caught unprepared.
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Categories: Talent Management
Talent Management is likely on the bottom of the list for most Sales Managers. After all, shouldn’t human resources take the lead on recruiting? As a Sales Manager, don’t make the mistake of relying solely on HR to navigate the recruiting process for new sellers. In his column, “Stop Bashing HR,” published both in Forbes and in Harvard Business Review, Ron Ashkenas (executive in residence at the Haas Business School at UC Berkeley) makes the case that improving sales talent isn’t only a function of human resources.
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Categories: Sales Coaching Tools | Sales Transformation | Talent Management
As we begin a new year, ask yourself, can you determine the traits that helped make the strongest salespeople successful in your company last year? Can you define what makes a salesperson successful at your company at any given time? Do you know how to create a better sales force? Here’s a tip to help you in 2013:
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Categories: Talent Management
Mark Thurmond, Senior Vice President of Sales for RSA, knows what goes into creating a great sales team. After reworking his own sales organization, the group saw a 30% increase in deals ranging from $250,000-$500,000. In that same quarter, it closed more million-dollar-plus deals than it ever had. “Sales talent management is a huge issue for any leader. You’re only as good as your people, and you want to make sure you have all the right people on the bus when you are transforming your sales organization,” said Thurmond.
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Categories: Talent Management
Managing talent is a cornerstone of an effective sales organization. Best-in-class companies need to attract top talent, but even more importantly, they need to be able to retain their top performers. In a recent Forbes blog post Contributor John Bersin (Bersin & Associates) reports that organizations are increasingly turning to technology to help them manage talent. The talent software market has grown to more than $4 billion and is expected to increase at least 15% this year. But Bersin points out that software can only do so much when it comes to improving talent management. Managing information should be just one part of your overall talent strategy.
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Categories: Talent Management
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....
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