Sales Talent Planning & Upgrading for 2017
A Talent “upgrade & replacement” template as a foundation for 2017
During this time of planning for 2017, what can we do from a management standpoint to improve our sales department?
(HINT #1: We cannot afford to continue to put up with complacency or mediocrity. HINT #2: No one wants to buy from a weak, desperate sales person in this “uncertain” economy.)
You as Sales Leader/Manager needs to complete a “mini-audit” of what you have and what you NEED as you move forward in 2017. Here’s a “mini-audit” format you can use to determine who stays and who goes:
CONDUCT “BRUTALLY” HONEST SALES STAFF EVALUATION
List your sales people by name Evaluation
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Evaluate your sales staff in one of three rankings:
- Enthusiastic Rehire
- Rehire –they show potential and are improving
- Furlough-I wouldn’t rehire them today
What do you lose…what do you gain? Can you get along without somebody and NOT replace them?
Or is it the time to replace someone with a much better sales person? There are many good sales people available right now!
What is your biggest fear or concern? _________________________________________________________________________________________________________________________________________________________________________________
Is your sales team “right-sized” for this economy?
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Looking at your current team, who would you “rehire” today and why?
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Who would you consider replacing and why?
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Is the “best salesperson” you’ve never hired, available today? What has stopped you in the past from pursuing these people?
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UPGRADE NOW AND YOU WILL BECOME “AN INVINCIBLE” COMPETITOR
It’s been said that the “least expensive” way to improve business is to improve sales performance is by hiring the “right” sales people.
When will you complete and execute this exercise? ________________
Need help? Not certain about each person’s abilities, skills, strengths, weaknesses and growth potential?
Call us today for a complimentary consultation at 630-560-3614.
