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The Center for Sales Strategy Blog

For Top Sales Performance, Treat Your Salespeople Like Clients

For Top Sales Performance, Treat Your Salespeople Like Clients

Top sales people work with their clients to drive organizational success. Sales Leaders should do the same with their top sellers. Treat them like you would a top/Key account, and they will want to thrive in your organization for many years to come.

Sales leaders play a pivotal role in driving success. Not only are they responsible for meeting revenue targets, but they are also charged with the task of managing, developing, and retaining top sales talent.

10 Best Practices Sales Leaders Employ to Manage Talent 

Download 10 Recruitment IdeasTalent management in the sales domain requires a strategic approach, a good understanding of people, and the agility to adapt to the ever-evolving landscape of sales.

Here are some of the best practices the most effective sales leaders employ to manage talent.

1. Recruitment

  • Hire for Attitude, Train for Skill: While sales techniques can be taught, it's difficult to instill passion, drive, and a positive attitude. Effective sales leaders prioritize these intangible qualities during the hiring process.

  • Structured Interview Process: Use a consistent interview process to assess candidates' skills, experience, and cultural fit.

  • Diverse Talent Pool: Promote diversity in hiring, as diverse teams often outperform homogeneous ones.

2. Onboarding

  • Structured Training: Have a robust training program in place to ensure that new hires have the tools, knowledge, and resources they need.

  • Mentoring and Shadowing: Pair newcomers with seasoned sales professionals to speed up the learning curve.

3. Continuous Development

  • Regular Training: The sales landscape, products, and services change. Regular training ensures that the sales team remains updated and competitive.

  • Feedback Loop: Hold regular one-on-ones and performance reviews, offering constructive feedback and guidance.

Set Your New Hire Up for Success: Continuous Strength Development

4. Recognition and Rewards

  • Performance-Based Incentives: Link compensation directly to performance to motivate the team.

  • Non-Monetary Recognition: Not all rewards need to be financial. Public recognition, awards, or additional vacation days can be equally motivating.

5. Career Pathing

  • Growth Opportunities: Offer opportunities for top performers to move up or take on different roles within the organization.

  • Skill Development: Allow sales professionals to develop skills not just in sales but also in areas like leadership, communication, or product management.
6. Maintaining a Positive Culture


  • Open Communication: Foster an environment where team members feel comfortable voicing their concerns, ideas, or feedback.

  • Collaborative Spirit: Promote teamwork and collaboration, even in what is often a competitive field.

  • Work-Life Balance: Recognize the importance of downtime and promote a healthy work-life balance.

Four Engagement Elevators You Can Use to Improve Your Company Culture

7. Regularly Assess Talent

  • Succession Planning: Always be thinking about who could potentially step into higher roles or replace outgoing members.

  • Addressing Performance Issues: Don't let issues fester. Address them promptly and constructively, providing support to those who need it.

8. Leveraging Technology

  • CRM Tools: Equip your team with modern CRM tools to streamline their tasks.

  • Data Analytics: Utilize data analytics to understand performance metrics, identify opportunities, and areas for improvement.

9. Embracing Flexibility

  • Adaptive Management Styles: Recognize that different team members might need different management approaches. Be adaptable in your leadership style.

  • Evolve with the Market: The best sales leaders are those who are not only reactive but also proactive to market changes.

10. Focus on Retention

  • Work Environment: Create an environment where salespeople feel supported, valued, and motivated.

  • Feedback and Listening: Take feedback seriously and act on it. When team members feel heard, they are more likely to stay.


Managing sales talent is not just about hitting quarterly targets. It's about fostering a growth mindset, creating an environment where salespeople can thrive, and continuously adapting to the changing dynamics of the sales landscape. Creating an environment where they continue to grow and where they don’t take competitors' calls when they want to recruit them away.

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*Editor's Note: This blog has been updated since its original post date. 

Topics: sales performance sales team sales talent