article | March 18, 2015
What Smart Sales Leaders Do to Keep A-Player Sales Positions Filled
The first quarter has ended, and the sales team has just received their quarterly incentive income. Not everyone was happy. You knew you’d likely lose a couple of reps, and that’s exactly what happened.
How will the sales team hit their Q2 numbers when they are down two teammates?
They won’t. You need to backfill those two spots. And you’re not going to do it with average talent. You need two A-players. Yesterday.
Make the Job Easier: The Right Tool
The A-Player Scorecard, a tool designed for our clients, is a great place to start. The Scorecard was built using the methodology introduced in the book, Topgrading for Sales.
The A-Player Scorecard is the disciplined first step in a quality talent acquisition program. The Scorecard will force you to engage three critical differentiators:
Once the competencies, accountabilities, and compensation are determined, it’s time to start the interview process. This includes four distinct candidate interactions and a recruiting strategy that keeps the candidate pipeline full.
Follow the Process: Insightful Interviewing
Implementing the Scorecard methodology starts with a four-part interview process:
Mitigate the Risk With a Proven Approach
This is a comprehensive approach that is proven to identify A-Players. It is well-worth the time invested to implement. This approach also sets up the candidate for a successful sales career.
ABR Process: “Always Be Recruiting” Lands A-Players
Sales teams should be recruiting all the time, whether at work or during social time. That’s 24×7. If you are always looking for talent, you’ll have a pipeline when you need it. Having a potential pipeline of candidates won’t force you into a quick decision. When a resource walks out the door, you don’t want the “pick-of-the-litter.” Especially when the entire “litter” is made up of runts.
You don’t want the best of the worst. You want the best of the best.
The A-Player Scorecard method will ensure that’s what you get.
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