Your sales talent is a critical piece to your revenue growth strategy. This week on SBI TV, watch as we lay out 7 steps to develop your sales talent strategy with our guest, Dave Moore. Dave is the vice president of North American sales at Businessolver. He is responsible for developing and executing the company’s sales strategy, and has over a decade of sales leadership experience.

 

In the first segment we will cover the first 2 steps to developing a sales talent strategy. Dave begins by sharing how he builds ‘A’ player profiles for his salesforce. He then discusses talent assessments. He will explain how he evaluates all employees against this “A Player” profile, how often he completes these assessments, and what he does with the output.

 

In the second segment, Dave covers the sourcing, hiring, and onboarding process used at Businessolver. He starts by explaining how he proactively finds talent for his key jobs. Additionally he explains his candidate selection process, and the steps he takes to ensure the reps achieve productivity quickly.

 

In the final segment, Dave will share how he develops his talent, beginning with individual development plans. He also addresses feedback and sales coaching, and how he builds his sales succession plan. He explains to our audience how he has been able to build a bench of future sales leaders at Businessolver.

 

As a sales leader, your talent strategy is a key input into your sales strategy. Watch Dave’s interview to better understand how to build a sales team that impacts revenue growth. If after watching, you want to learn more, download our 10th annual workbook, How to Make Your Number in 2017. We’ll help you get the talent you need to make your number.

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
Learn more about Greg Alexander >

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

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