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

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior joining SBI in 2009, Matt spent eleven years leading sales and marketing team teams as a Vice President of Sales. Matt has “lived 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. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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