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.

Set Clear Expectations for Job Responsibilities

A key component of your sales organization’s operating rhythm will be clear expectations that define your talent’s job responsibilities. Well-defined organizational roles and responsibilities, backed by appropriate standards and measurements, will help you consistently guide and evaluate sales 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.

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.

“Sales talent management is a huge issue for any leader. You’re only as good as your people, and you want to make sure you have all the right people on the bus when you are transforming your sales organization.”

Mark Thurmond SVP – Worldwide Sales