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

2

HR Execs can earn a seat at the elusive CEO table. There is a way!

3

Deliver high impact returns aligned with the business strategy

ANDEfficiently control costs

But… what’s the best way to do that?

Partner with the SVP of Sales in solving Sales

problems!

5

I need to find more good sales talent and keep them

I’ve got to make my sales quota

I need to have the sales strategies

executed in the field

I need more sales leaders

The SVP of Sales has plenty of

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

7

Are you missing

your new product

sales quota?

Could it be because of Talent Management?

Are you asking

yourself: Do I have the

right people?

8

The McKinsey Quarterly stated that 54% of senior managers interviewed agreed they didn’t spend

enough time on talent management.

Do you know what your sales talent

mix looks like? 'A' Players 'B' Players 'C' Players

0%

10%

20%

30%

40%

50%

60%

11%

53%

37%

9

Performance Conditions Talent

Success in Sales

If you’re not addressing changing sales talent requirements, you’re missing half the

opportunity to improve.

Have you considered implementing a Talent Management Program?

What is a Talent Management Program?

Define Competencies

required to meet changing market

demands

Move ‘C’ Players up or

out of the organization

Utilize scenario based interviewing

techniques to evaluate current

sales teamDetermine the existing

type of talentTraining program allowing some ‘B’

players to be saved

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

12

Learn More

Contact us to hear the rest of the story...Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com

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