PHASE 4: ROLE PROFILES

Develop the profile for an “A-Player” in each key revenue growth role. The primary focus is on Marketing, Sales, Customer Success (CS), and Customer Experience (CX).

 

Documented profiles define a clear picture of what a great employee looks like. Once this is understood and agreed upon, all other Talent management activities will proceed with effective results. For example, the organization will source, recruit, and hire the best people.

Rapid Diagnostic

1. You have identified the individuals responsible for defining your hiring profiles.

2. You have clearly defined competencies that can be easily integrated into your hiring profiles.

3. You have clearly defined accountabilities that can be easily integrated into your hiring profiles.

4. The compensation that you are willing to pay for each hiring profile is defined and routines are aligned with the compensation and quota plan.

5. Your role profiles are always utilized when scoring the performance of candidates and existing employees.

6. You have a catalogue of unique role profiles that are maintained and made available across the enterprise on a regular basis.

7. The role profiles you have defined are actively used by the organization to source, recruit, and hire the best people.

8. Your hiring profiles are designed based on research and address the needs of your markets and buyers in mind.

9. Your role profiles are built upon the modern skills required to accomplish current and future revenue growth objectives.

10. You have documented and follow clear evaluation criteria to analyze the performance of your current talent.

Deliverables

• Hiring Profiles by Role

• Job Descriptions by Role

• Performance Accountabilities Scorecard

Go-To-Market Strategy
Where DEI Accountability Sits and How to Build a Foundation for Your Strategy
As many companies are starting to pursue sustainable and growing DEI strategies, including ours, people are wondering where does the responsibility lie? Many jump to the conclusion that DEI is a people initiative, so it should just fall within human...
Read More
Sales Strategy
A New Rep Profile: How Sales Leaders Are Evolving A-Players in 2021
Current State   The number of A-Players an org has can make or break a sales leader’s ability to make their number. This, of course, has remained constant through the pandemic (80/20 rule). Leaders grapple with not having enough A-players in their...
Read More
Marketing Strategy
How Leading CMOs Build Teams That Make the Number
CMOs commonly struggle with talent issues across marketing functions, more so than their counterparts in sales.  Being the benevolent leaders that they are, CMOs often explain this as a consequence of marketeers requiring deeper role specialization, technical skill requirements, data...
Read More
Sales Strategy
Why Sales Leaders Should Care About DEI
Traditionally, B2B sales teams are mostly dominated by men. Though female sales reps earn a base pay of 33% lower than male reps, women are still paid higher at a commission rate. In fact, in a study 86% of women...
Read More