b'THE CENTER FOR SALES STRATEGYTalent Analyst TeamThe Center for Sales StrategyRetain and Grow Top Performers with a Development PlanT he top organizations in anyyourmanagementteamde- way to do this is by establishing marketplaceplaceahighvelopedanewemployeetostrong, tailored priority coaching valueontheirpeoplebe- become a top performer? strategies. To be strong and tai-cause they are the foundation onThis is important for two reasons:lored means we must know their which success is built. They placeYouneedtobenefitfromtheirneedsandwants.Afterwesee an even higher value on managersjob performance, and they haveresultsfromourstrategies,we who can develop top performers.optionsinthisjobeconomy.Ifneed to give immediate feedback. Yet, all too often, business leaders hire people they believe in and sitthey dont feel like they are grow- Needsback to see what they can do. ing, they will leave. As managers andbusinessowners,wespendYou can determine what a person so much time looking for talent- needsfromyoubyunderstand-Why You Need a ed people with skills and experi- ing their talents as measured by Development Plan enceretention is vital. Veter- avalidatedtalentassessment. ans are your most fertile ground.Byknowingtheirstrengthsand One of the best tactics an organi- You know they have the talent weaknesses, you can identify the zation has when recruiting candi- they can bring big returns morebest strategies in which to get the dates is their development plan.quickly.most productivity from them.BeingabletoshowtoptalentThey need to spend as much time how they will be developed and contribute at a high level is per- Building a Plan foras possible doing what they are highlytalentedtodo.Andthey haps the best tactic you can have.Development needtospendaslittletimeas Do you have a plan that youpossible doing the things they are We have to know the innate tal- not good at doing. You can help could show?ents of the person we are man- them overcome their weaknesses Do you have examples of howaging, whether they are new orwith advice involving process or youoranothermemberofyour top billing veteran. The besthelp from you or assistants.104 Retain and Grow Top Performers with a Development Plan'