This is the first of a 2 part SlideShare from the January SBI eBook "Staffing to Fill Open Territories in a Software Company". A link to download the eBook is on the last slide

1. Staffing to Fill Open Territories in a
Software Company (Part 1 of 2)

2. 2
If your top sales rep resigned today, how
long would it take you to recover?

3. 3
What thoughts
would go
through your
head?

4. 4
Do we have
enough Sales
Training?
Can I make my
number without
him?
What kind of
Social Virtual
Bench do I
have to fill this
role?
Why did this
happen?
Can we save
him?
Should we save
him?

5. 5
Have you been nurturing
candidates and maintaining a
Virtual Bench?

6. 6
Proper nurturing of your top
candidates ensures success.
 This is a core fundamental of a great Talent Management Program
 Most ‘A’ Players are hired through a referral and ‘dated’ the
company for over 6 months before they were hired
 ‘A’ Players quit because of their boss
 Why not recruit the people who you want and start the relationship
off correctly?

7. 7
So… what is
a Virtual
Bench?

8. 8
In his book Topgrading for Sales, SBI
CEO, Greg Alexander defines a Social
Virtual Bench as:
“Your talent prospect list is your
Social Virtual Bench – virtual
because you haven’t hired
anyone on the list. Social because
you are connected to them on
LinkedIn, Twitter or Facebook.
You will need a constant flow of
talented sales people coming
your way, since there will always
be turnover…

9. 9
Attracting top candidates is tough.
Treat this like a buying process.

10. 10
Here are the keys to
come to the rescue…
 Create a Social Virtual Bench – this act
alone increases your chance of hitting your
number over 5x
 Identify where each candidate is in their
‘Buying’ process. Nurture them with the
appropriate dialogue and content
 Use your Marketing Automation Tool – it
nurtures your prospects… why can’t it
nurture your candidates?
 Map out some specific nurture paths – this
will allow you to work with the Social
Virtual Candidate ‘Buying’ Process

11. 11
Learn More
Contact us to hear the rest of the story...
Email - info@salesbenchmarkindex.com
Phone - 1-888-556-7338
Web: www.salesbenchmarkindex.com
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Company, click here