Categories: Talent Management
(This blog was originally posted on OpenView Sales Lab's blog. Read the original post here) When it comes to sales hiring, many managers may be basing their decisions too closely on how candidates have succeeded elsewhere, when they should be focusing on identifying strong indicators of success on their own teams. Past performance in a different context almost always comes with caveats. Managers are better off determining exactly what it takes to be successful at their own companies, isolating the individual competencies and behaviors of their own top performers, and then looking for those things in new candidates.
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Categories: Sales Planning | Talent Management
Strategic Account Managers (SAMs) are charged with nurturing and cultivating business in your company's most important customer accounts. It's a critical sales role in every company; one that’s essential to achieving your revenue goals. Here are two steps you can take to support your SAMs and their ability to nurture and expand customer accounts.
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Categories: Talent Management
For a top-performing sales organization to thrive, managers need a viable coaching strategy. Developing a process around attracting and retaining top sales talent is a critical component to lowering turnover rates and improving your sales team’s bench strength. CSO Insights’ research repeatedly shows sales organizations struggle with developing processes that help them recruit and onboard top sales talent. Even more importantly, few organizations have a process that helps ensure they’re retaining their best hires. Even the best performers won’t succeed if you haven’t defined their success.
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Categories: Talent Management
Creating a process behind your sales talent management strategy can lower turnover, decrease time-to-productivity and improve sales team bench strength. Unfortunately, talent management is likely on the bottom of the list for most sales managers, as they deal with revenue goals, forecasts and endless administrative burdens.
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