5. I need to have the I need more
sales strategies sales leaders
executed in the field
I’ve got to make
my sales quota
I need to find more
good sales talent
and keep them
The SVP of
Sales has
plenty of
5 challenges
6. How can HR execs help resolve these sales challenges?
Start by reading the book “Topgrading for Sales”.
“Topgrading for Sales” details how HR execs
can get the approach started in the Sales
organization to solve all the major issues:
• Finding & keeping sales talent
• Develop and maintain a virtual bench
• Making the sales number
• Developing sales leaders
• Field execution of sales strategies
6
7. Are you
asking
Are you
yourself: Do
missing your
I have the
new product
right people?
sales quota?
Could it be because of Talent Management?
7
8. The McKinsey Quarterly stated that 54% of senior
managers interviewed agreed they didn’t spend
enough time on talent management.
60%
Do you 53%
50%
know
what 40% 37%
your 30%
sales
talent 20%
11%
mix 10%
looks
0%
like? 'A' Players 'B' Players 'C' Players
8
9. Have you considered implementing a
Talent Management Program?
Performance
Talent
Conditions
Success in Sales
If you’re not addressing changing sales talent
requirements, you’re missing half the
opportunity to improve.
9
10. What is a Talent Management Program?
Define
Competencies
required to meet Utilize scenario
changing market based interviewing
demands techniques to
evaluate current
Determine sales team
the existing
type of talent
Training program
allowing some ‘B’
Move ‘C’ players to be
Players up or saved
out of the
organization
11. Reap the rewards with
these key takeaways…
Get ahead of your talent
management program issues
Evolve your talent at a pace ahead of
your clients
Don’t wait to evaluate and upgrade
your sales talent, it only results in
missing new product quota
11
12. Learn More
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12
Editor's Notes
This slide deck gives some high-level information on how to set a Sales Strategy for 2012. Keywords include: Sales Strategy, Sales Force Effectiveness, Making the Number, Sales Targets, Sales Revenue, Sales Costs, Market Share, New Product Launch, Sales Readiness
Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com