Key Steps For Hiring Top Sales Talent

1. 5 PRIORITIES FOR SALES TALENT MANAGEMENT
Setting talent management priorities for your sales organization may seem like a daunting task. As a result, many
organizations put this task at the bottom of the priority list. But having a defined Management Operating Rhythm®, along
with success behaviors for your team, and consistent tools and processes can put your company in command of recruiting,
retaining and advancing top sales talent. Best-in-class companies have clearly defined priorities for hiring their sales talent
and coaching them to become top performers.
Put People Management Processes and Tools in Place
Having an established operating rhythm brings all your talent management processes and tools together in one place.
A simple and consumable toolkit and a consistent set of processes are essential for managing your top talent for sales
success. They will consistently guide both sellers and sales management to create and provide support for a high-
performing sales team.
“Sales talent management is a
Set Clear Expectations for Job Responsibilities huge issue for any leader. You’re
only as good as your people, and
A key component of your sales organization’s operating rhythm will be clear you want to make sure you have
expectations that define your talent’s job responsibilities. Well-defined all the right people on the bus
organizational roles and responsibilities, backed by appropriate standards and
when you are transforming your
measurements, will help you consistently guide and evaluate sales
sales organization.”
performance. Specific knowledge of what is expected for their job function will
encourage your sales talent to consistently advance their performance and
seek recognition for initiatives beyond their responsibilities. Mark Thurmond
SVP – Worldwide Sales
Simplify Your Talent Management Processes
An established management operating rhythm simplifies the process of talent management and helps ensure you are
executing the right things at the right time. Utilize tools such as Coaching Guides, Quarterly Assessments, Developmental
Action Plans, and Team Capability and Succession Reviews to simplify the processes of an effective talent management
program.
Clearly Evaluate Your Team’s Performance
An operating rhythm provides an unrestricted line-of-sight into your team’s performance based on what drives success in
their roles. Your sales organization should communicate a clear definition of what defines success in your company. A clear
set of standards, measurements and evaluations, will increase your ability to retain and grow your most successful sales
people.
Regularly Monitor Accountabilities and Expectations
A repeatable operating rhythm around people management and development provides evaluation and assessment tools to
leverage on a regular basis. Take time to set and execute these Talent Management Priorities to create the right rhythm for
better sales performance and top talent retention.