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4 Talent Management Tips- ‘A’ Players Want Leaders Not Bosses

Best-in-class sales leaders are blurring the lines between professional and personal. As a result, they are outperforming sales bosses on a revenue-per-head basis by double digits. In a most recent Gallup study, engaged employees produce on average 20% more higher...

Interview Clarity—Recapture this Talent Management lost art

Now, this may be a fable, but a good friend of mine told me that people learn through stories.5 keys to avoid this trap: Usea competency profile. Beside each competency, have a minimum rating from 1-6 (1= unacceptable, 6 = best in...

How to Build a Talent Management Machine

It is shocking Sales Leaders depend on others to find and develop their people. Sourcing, hiring, training and developing talent is hard work. Nothing can have a bigger impact on your sales org’s success. Knowing this, the most skilled...

2 Talent Management Steps to Save Your Year (and Your Job)

For every triumph there is a broken heart, for every jubilant gold there is a disconsolate silver. For every organization that crushes revenue targets, there is one falling 50% short. Don’t be caught standing on the wrong podium, VP of...

Talent Management: Are You Missing Your New Product Sales Quota?

A Talent Management article in the McKinsey Quarterly cited this statistic: 54% of senior managers interviewed agreed they didn’t spend enough time on talent management. The July-August issue of the Harvard Business Review indicates that the competencies of the top 20%...

Buyers want Diagnostic Capability–A Talent Management Must Have

The buyer’s journey starts much earlierthan the beginning of the sales process. By the time a sales person begins working an active opportunity, the buyer has performed a series of self-generated problem solving activities. The problem:Buyer directed problem solving lacks problem...

Talent Management Secret–Phone Screen reduces interview time by 62%

While all potential outs, I have a much better option: Implement the 20 minute Phone Screen. There are 3 keys :1.Consistency2.Timing3.ExecutionConsistency In my last post, we discussed the use of the Career History Form instead of the typical resume. It levels...

Defining the Myth of Talent Management

How do you quantify the importance of Talent Management? “A” players, those defined as being strong in accountabilities (results) and competencies (behaviors) outperform “B” players 47% in quota production. If you assume performance conditions to be equal for all of...

How to Launch a Global Account Management Program Without Getting Your Pockets Picked

It is the start of 2020, a new year for your organization. You are just getting back from vacation, coming into a flurry of activity. Last year probably had some ups and downs, but you are ready for a new...

Don’t Let Your A-Players Run the Coop—Retain Top Talent with World-Class Talent Programs

Unemployment is at record lows, and the job market for talent has never been hotter. Even the most seasoned Chief Human Resource Officers (CHROs) get anxious, knowing their top talent is prone to be poached. As part of our routine...
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