Where does talent really come from?
It’s a simple equation: Talent = Sales.
And the more talent your organization has, the more sales you’ll get.
But while it’s a simple equation, it’s not necessarily easy to achieve.
It’s the reason why so many sales leaders take a risk-averse approach to managing their sales talent. This is especially true in today’s uncertain economic climate. (The problem, of course, is that holding back doesn’t get you anywhere.)
Sales talent is not innate. With the right tools, however, it is something that can be learned, refined, and optimized.
To know them is to grow them
That’s why a talent assessment is so crucial. Knowing the data on how your sales team is performing will enable you to focus on specific areas to help them realize their true potential and drive sales revenue further. And the more they’re aware of their potential, the more motivated they’ll become.
The first step is taking an objective look at the current performance levels of your team. For sales organizations that are fragmented because of recent acquisitions, multiple product or service offerings, or diverse geographies, for example, this singular view of your current state provides an accurate baseline from which to measure your objectives.
It's all about the data. And how to use it.
Your future success can then be found in the data, where you can gain insights in specific strengths, weaknesses and opportunities by geography, department, team, and individual.
It’s from here that you can identify definitive actions to take. It may be to allocate resources to provide targeted training and coaching to individual members of your team. Or to determine which sales representatives are best suited to work within a specific vertical. Or to create more effective teams by combining complementary skillsets to optimize overall performance in terms of customer acquisition, retention and success.
The more they know, the more you’ll grow
The results of a talent assessment can be almost immediate. Enabling sales team members to identify their strengths alongside areas where they can grow personally and professionally not only improves their morale, it increases productivity, delivers better performance, and ultimately increases sales.
The time to start is now
Each SBI client who has used our Talent Assessment tool has experienced significant successes in a short time. To see how the SBI Pro Talent Assessment can help you pinpoint the skills your sales team needs to optimize productivity, click here.
