While sales talent management does refer to salespeople, it really includes all the people within the sales group. It’s about finding, training and developing the people who will enable the sales group to win on a daily basis. Therefore, sales talent training and management encompasses:

• Selection – Identification of candidates worthy of hiring for specific roles. Tools include:
  • Assessments
  • Objective Interviewing Templates and training for hiring managers

• On-boarding – Fast-track programs to get new hires up to speed and productive in a hurry. Onboarding often includes specialized and focused training in a bootcamp environment, with a Mentoring Program to follow.

• Training – Training can be broken down into three subsets:
  • Product – While the features and benefit training provided from the Product Management Group may be thorough, it is often not sales-ready. Sales Operations augments this product training so that salespeople can make it relevant, memorable and compelling for their prospects so they will buy.
  • Skills – These are skills specialized to salespeople. Depending on the role, they may include Consultative Selling, Telesales, Key account selling, Enterprise selling, and Complex sales, to name a few.
  • Tools and Technology – This is the training required to ensure that each person in the sales group understands how to use the internal and external tools available to them to gain the intended efficiency and productivity.

“The program you delivered was especially useful to us because it furthered our ability to create a sense of urgency to motivate our clients to take action now. The extensive learning guide you provided each of us has proven to be a useful tool to review and reinforce all of the points we learned.”

Global Impact
Tom DeCoursey, Regional Director

Talent Training/Management also includes other Sales Operations functions including:

• Ongoing communications with the field
• Behavior change management
• Career development
• Periodic meetings, both physical and virtual

“The time I spent with you helped me to find the direction I needed to get back to a few of the selling basics I knew, but wasn’t really practicing or translating to our service very well. At the same time, you introduced new concepts to my selling, which have had very positive impacts, like 18 new contracts, more billion dollar companies, increased revenues, more bonuses, the list goes on…. it helped me to win the Regional Sales Manager of the Year award!”

Broniec Associates
Gregg Masters, Regional Sales Manager

Secret Sauce: At my first sales conference at a Four Seasons hotel, I was in awe of how in-tune each hotel associate was with guests like me. I called the VP of Sales at the Four Seasons headquarters to ask how they operate so well. He shared with me their approach to talent management, which nets out to just two simple steps:

#1 – Become the employer that people in your industry aspire to work for.
#2 – Hire for attitude, train for skills.

My approach will ensure that your company is the place where top sales performers in your industry will want to work, and that they are selected, trained and managed for peak performance and productivity.

Call me at 770-271-7719 or click the Priority Email link on the top of the right sidebar. >>>

Let’s start working together to make your company a bastion of top sales talent that will make your competitors envious.

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