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The Future of Sales and Marketing

The Center for Sales Strategy Blog

Nine Reasons Why You Should Always Start with Talent

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Talent, fit, experience. All extremely important factors to consider when you are working to fill an open position. But where do you start?

A strong talent bank will be filled with a wide variety of people. Rookies. Veterans. Unique personalities. Those much like you. What is the most important thing to consider when you have the golden opportunity to fill an open position?

Talent.

And here’s why:

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Topics: sales management, Talent

Great Bosses, Great Talent Retention

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“A good boss is a person who isn’t worried about their own career but rather the careers of those who work for them.”H.S.M Burns 

An article in The Huffington Post written by Dr. Travis Bradberry clearly articulates the above quote. How many times have you heard or read that “people don’t leave bad jobs; they leave bad bosses”? You’ve probably heard it so many times that you don’t pay attention to its importance anymore. The critical takeaway is that it does matter. It matters to the bottom line and it matters to the talented people who are being driven away. A bad boss never has the opportunity to turn talent into performance. A good boss “sees more possibilities in people than they see in themselves and helps them see it too.”

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Topics: sales management, Talent

I Am a Rockstar Salesperson Because . . .

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Recently I was having a conversation with a client about what “ROCKSTAR” salespeople do day in and day out. The type of things that really separate them from the rest. As we were talking, I was reminded of all the different versions of the "I am" commercials I have seen over the years and thought it would be fun to do one for salespeople…

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Topics: sales management, Talent

What the Ancient Greeks Taught Us About Hiring for Talent

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You might be surprised to learn that someone who lived in the early 300s BC had something to say about the role that talent plays in productivity, and that someone was none other than the Greek philosopher Plato.
Here is what he said: 

“More will be accomplished, and better, and with more ease, if every man does what he is best fitted to do, and nothing else.” 

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Topics: Talent

The Art of Analyzing Candidate Fit

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What is the first thing you do when you get a completed assessment on a candidate? You look to see if he or she is recommended or not, right? But what is the second thing you should consider with a recommended candidate? You should think about fit. How will the candidate fit with your organization and with your team?

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Topics: sales management, Talent

Why Sales Talent Isn’t Enough

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Have you ever heard music that was so brilliant, you couldn’t even carry on a conversation while listening? I had a friend in college who played like that. Her audiences would be nearly silent as she played, mesmerized by the sound, until her last note when they would go nuts!

She practiced both the piano and the guitar often, simply because she loved it, and she often played for us upon request. I’m not much of a musician myself, and I don’t know a lot about the business, but those who did were certain that she could be one of the few who actually made a career for herself in music. 

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Topics: sales management, Talent

To Keep New Hires Happy That They Chose Your Company, Have a Plan for Day 1

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We have all been there. You walk into your new office. You’re excited, maybe a little nervous, but ready to take on this new challenge. And…no one is expecting you. The receptionist says, “Oh, was that today?? No one told me. I’m not sure where to have you start…” Bad first impression, sure, but what’s the big deal?

The big deal is that in today’s market, qualified job seekers have choices. Chances are that from the time you agree to hire them to the time they walk in your door, they have had multiple other requests for interviews and maybe job offers. You spent time finding and qualifying just the right person for this position. Do you want your new employee to walk away on that first day, thinking about finding a better job?

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Topics: hiring salespeople, sales management, Talent

Pre-Boarding: Get New Employees Engaged Even Before Their First Day

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OK, seriously, what is pre-boarding?! For most of us, pre-boarding has always been the handshake you get from the hiring manager with the words, “Welcome aboard.” And then, a few weeks later, you start work. That’s it. Nothing fancy, just, "You’re hired." But as most of us are well aware, the job market is changing with lightning speed. Blame it on technology, the Internet or millennials, but we all see the need to change with it. So, what is pre-boarding, and why is pre-boarding so important?

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Topics: sales management, Talent, onboarding