b'DEVELOPMENT C A S E S T U DY: Alina McComasVP/Senior Consultant The Center for Sales StrategyDeveloping Talent Pays Off!A s the war for talented salespeople rages on in 2022, strong sales organizations are looking for Talent everywhere. They understand the importance of hiring sellers who have the Talents to be suc-cessful, even if they may not know their products or industry. Even more importantly, they understand a critical component in the success and lon-gevity of each seller on their team is to invest in and develop their Talents.I recently spoke with two sales leaders in West Palm Beach, Greg Simon-son (Director of Sales) and Tara Loring (Director of Digital and GSM) to discuss their approach to developing two new business superstars. While these two salespeople were at different points in their career, they shared two important pointsthey are both highly talented and this was their first job in media sales. Before we dig into my discussion, it might be help-ful to learn a little more background on each one and how the sales lead-ership works with each. 1.Cody started in near Q4 2019, so he had a handful of months in theGreg Simonson, Director of office before moving to a remote work environment. He was a re- Sales, West Palm Beachcent college graduate with some sales experience with a paint supply company.2.Michael started in February 2020, one month before remote work beganduetothepandemic.Hehadalongbackgroundinsales around the music industry, but not in selling radio and digital adver-tising. 3This sales leadership team is a true team. While you will see in their responses Greg speaks to Cody and Tara speaks to Michael, they both work together to drive the performance of their complete salesTara Loring, Director of Digital team. and GSM, West Palm Beach88 Developing Talent Pays Off!'