b'DEVELOPMENT TAKEAWAYSWhat you need to know about developing your people to turn talent into performance.Recruiting and Selecting highly talented people for your organization is critical! But you cant stop there. Innate talents cannot develop into strengths until your team members are able to use them consistently, confidently, and productively. Thats where a strong coach comes in! The most important job of a sales manager is to develop each person on the team in-dividually, holding distinct expectations for their performance, that are tailored to their unique talents.While Talent is the essential ingredient for selection, you need more than that for per-formance. You need to be sure the talent fits the job to be done and you need to invest in the person. We use a formula to unpack this concept. We call it our Growth Formula: (Talent + Fit) x Investment = Growth.The 2019 Media Sales Report found that 95% of salespeople said that learning and development are important to them. One of the best ways to grow and develop your salespeople is through the effective use of feedback. Dont be vague with your observa-tions; in fact, the more specific you can be the better. Letting someone know what they do well feels great to the person receiving the feedback and will reinforce to them what they should do. Successful companies are aware that their employees are one of their most important resources. Vast amounts of time and money are spent every year recruiting. But once new talent has been hired, effort is needed to ensure that they show up for their first day of work. Employee Pre-boarding and Onboarding are critical to building a strong team and retaining talent. Both of which have a positive effect on the bottom line. Pre-boarding is the time between when your new hire accepts your job offer and their first day of work. To create a strong Pre-boarding program, announce and welcome your new hire, connect them to their onboarding materials, communicate any paper-work that can be completed in advance, and prepare their work area. A strong Onboarding program includes a first day orientation with a warm welcome, a tour of the work area, and a meeting with their manager and team. In the first weeks and months it involves learning more about them, sharing expectations, and allowing them to learn more about you, the company, and the customer.90'