Talent Strategy

To grow and thrive as a business, you must be deliberate in your strategies for identifying, attracting, developing, and retaining a strong team. Find information and advice to help you accomplish these tasks.

5 Tips to Help Small Business Owners Manage Their Sales Team

5 Tips to Help Small Business Owners Manage Their Sales Team
Adding new sales reps to your small business is a quite an accomplishment. It means you’re at a point where you’re ready to start growing your business and you’ve found and hired talented salespeople to join your team. But your job is far from over. Even though many sales reps like to work on their own, they are still going to need training, coaching, motivation and incentives to maintain a high l...
More

6 Ways to Strengthen Your Willpower Muscle

Willpower is like a muscle. It can be improved and strengthened over time. Conversely, it can also become weak over time, especially as the day or week progresses. Here are 6 ways to strengthen you willpower muscle so you can reach your goals. What is the first thing you give into as your willpower muscle weakens throughout the day? 6 Ways to Strengthen Your Willpower Muscle
More

Intangible Characteristics of Top Sales Reps

When hiring a salesperson, it’s easy to define the qualities you are looking for in a potential candidate; professional, hardworking, and talented to name a few. What’s not so easy, is deciphering if they are going to perform in the future from the short interactions you have with them during the hiring process. Naivga CEO, Kathleen Steffey, has compiled key characteristics of top sales reps that ...
More

3 Steps to Attract Top Talent Through Culture

This post is Part 4 in a Salesjournal Series on “Making Your Business Attractive to Top Talent.”  Part 1 asks “Is Your Business Attractive to Top Talent?”, Part 2 describes how to “Market Your Company and Positions to Attract Top Talent”, Part 3 outlines ways to "Cultivate Your Network to Attract Top Talent", and Part 5 asks “Want Top Talent? Rethink Benefits!". Whether you know it or not, your...
More

Cultivate Your Network to Attract Top Talent

This post is Part 3 in a Salesjournal Series on “Making Your Business Attractive to Top Talent.”  Part 1 asks “Is Your Business Attractive to Top Talent?” and Part 2 describes how to “Market Your Company and Positions to Attract Top Talent”, Part 4 details “3 Steps to Attract Top Talent Through Culture” and Part 5 asks “Want Top Talent? Rethink Benefits." You can't rely solely on a job advertisem...
More

Market Your Company and Positions to Attract Top Talent

This post is Part 2 in a Salesjournal Series on "Making Your Business Attractive to Top Talent."  Part 1 asked "Is Your Business Attractive to Top Talent?" Attracting top talent is a struggle for almost every company. An essential element to combating this problem is being able to market your company and your positions effectively. Appealing job descriptions, marketing your open positions bro...
More

Is Your Business Attractive to Top Talent?

How do I attract top sales talent? I find this question being asked repeatedly when speaking with business and sales leaders. It is nearly unanimous that they all struggle with finding and keeping good sales professionals. Solving this tough challenge involves selling your company as much to prospective employees as to prospective customers.  Too many businesses set up all of their marketing and ...
More

13 Reasons for Poor Sales Hires by Hard Working Sales Managers

Lance Cooper of Sales Manage Solutions invites you to imagine this picture... Turnover occurs - sometimes at an excessive rate. Sales managers work hard and struggle to find quality candidates for open sales positions. They place ads in local newspapers and get many responses. Some use Monster. Some use recruiters. However, many of their candidates come from people who cannot find a job anywhere e...
More

Always Be Recruiting!

Dave Kurlan wrote an outstanding post:  Bench Strength – The Key To Replacing Salespeople.  He mentioned that managers must always be recruiting.  It’s such a simple concept, but Dave Brock is constantly amazed at how few managers–at all levels do this. Here’s how the cycle goes.  We have a bad performer in place, we worry about firing the person, because it leaves an open territory….too often we...
More

How to Find the Next A-Player

Many sales leaders ask Scott Miller what’s the FIRST thing they should do to elevate the effectiveness of their team; train them up or move out the underperformers. Their initial inclination is to move out the C-players and then level set the team once the right players are in place. But that begs the question – what are the attributes of an A-player?
More

Beware of Hiring Your Competitor’s Sales People

Hiring sales people from the competition always seems like a no-brainer, but there are many pitfalls with this hiring strategy. Lee Salz discusses that sales hiring is daunting for companies of all sizes. The key is to have a profile of your ideal sales candidate and interview the prospects against it. This will help you find the right sales talent for your team whether they worked for your compet...
More

Complacent Sales Leaders Need to Throw in the Towel

An unmotivated team is an under-performing team. That creates a domino effect leading to loss of top sales professionals, difficulty recruiting their replacements and, eventually, the poor financial performance of the company itself. The stakes are too high for you to put off finding ways to keep your sales team motivated until the problems are obvious. No two teams – or sales pros – are alike w...
More
Top