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 your sales heads, Talent Management could be the single most important contributor to sales performance.

 

What is Talent Management?

 

There are five critical components:
1. Talent Definition (who are we looking for?)
2. Talent Acquisition (how do we find them)
3. Talent Evaluation (how do we interview them)
4. Talent Selection (how do we decide who is best fit)
5. Talent Development (how do we coach and develop them over time)

 

Use this lens to view your human capital. Tune in on my next post as we dive into the first step and gain clarity on this vital driver of sales productivity.

ABOUT THE AUTHOR

Matt Sharrers

Studies and works with the top 1% of B2B sales and marketing leaders who generate above average revenue growth for their companies.

Matt is arguably one of the industry’s most connected, and physically fit, sales leaders. He “lives in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. Because of Matt’s unique access to the best sales talent, private equity investors tend to turn to him first when they need to hire remarkable leaders to unlock trapped growth inside of their portfolio companies. Matt’s recent engagements include work commissioned by private equity leaders Permira, TPG, Bain Capital and Hellman & Friedman.

 

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