37 Matt Sunshine Managing Partner The Center for Sales Strategy Talent is everywhere. You just have to look in the right places. The larger your funnel, the better because you need to talk to a large number of candidates to find those select few with the tal- ent you need. It takes time in the front end, but it is much easier than speeding up the process, hiring the wrong person, and getting stuck in the hiring cycle when that person leaves (or is helped to the door). Turning Talent into Performance It is amazing what can happen when you have tal- ented candidates on your sales team. When you have the right people in place, your sales organi- zation will run like a well-oiled machine. You will exceed your goals and spend your time creating opportunities with your reps, instead of solving problems that don’t have anything to do with in- creasing revenue. Talented people want to learn. They want to be trained and coached, and most importantly, they come to work happy and ready do their very best every day. When you start with talent, you end with perfor- mance – and a very successful sales organization. 3. Talent Bench At this point, you can add the candidate to your bench or extend an offer.