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May 10, 2014
Are You Caught in the Sales Rep Talent Trap?
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Every Sales Leader is worried about his team’s talent. Why? Most sales organizations are carried by the top 20% of the field. Losing a few key performers can mean you miss the number. The solution is to field a strong team of contributors. However, finding the right talent is difficult. One VP recently explained, “If I could get 10 Reps with ‘A’ Player qualities, I would hire them all. But I’ll probably only be able to find 4 worth hiring”.
Most VPs struggle to hire good candidates. This is because they seek an almost impossible combination of attributes. VPs want candidates who are:
Good luck. Our advice: pick two. Download our “Ideal Candidate Worksheet” to identify which criteria are most important to you. It will help you formulate a strategy to attract the talent you need.
Here’s how we would define each of these three components.
Finding high talent sales reps is difficult. Sales VPs that focus on skilled, experienced, cheap reps will perpetually struggle. Instead, formulate a strategy to grow your long term talent. An acquisition strategy solely focused on next quarter’s goal sacrifices consistent growth for expensive free-agents. Build the skill and knowledge programs your new hires need to be successful. Your results may not come in quarter. But they will be sustainable. Download our “Ideal Candidate Worksheet” to get started.
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