The Center for Sales Strategy Blog

Achieving excellence requires more than just closing deals—it demands a unique blend of talents that propel individuals to greatness.

As sales managers strive to curate their roster of business superstars, identifying candidates who embody the following six key talents, known as the "hunter themes," is paramount to new business development.

We know that top-performing salespeople are extremely driven to meet and exceed their goals. With that drive also comes the desire to continue to move up the ladder.

As a leader, it’s natural to have these salespeople “next on this list” to move up when a position becomes available. But are all top-performing salespeople destined to become top-performing managers?

There is a hierarchy in the sales world.

Most sales leaders come from the days when salespeople were responsible for every step in the sales process. You had to find your leads, get an appointment, and ultimately close the deal. You only ate what you killed.

We were hunters, so we tend to favor and even value hunters more than farmers. When I say farmers, I mean salespeople who spend most of their time nurturing clients, building relationships, and growing them.

The good news: most of the sellers surveyed for the 5th Annual Media Sales Report knew what their sales talents were and how to put them to use.

The bad news: 11% reported that they had NEVER received feedback on their sales talents.

Think about it. Those 11% are at an automatic disadvantage. When projects come up, they may not know if those projects suit their talents. When reaching out to clients, they may not be aware of how to showcase their strengths. And when possible promotions are offered, they may not know if this would be a smart career move based on their talents.

Employee turnover is an inevitable reality.

However, underestimating the far-reaching consequences of losing experienced sales representatives can have detrimental effects on a company's overall growth and profitability.

The ripple effects of sales team turnover extend far beyond the immediate vacancy, creating a wave of challenges that can impact an organization in the short, mid, and long term.

Across markets and industries, one consistent hiring theme. It’s hard to find strong candidates. Big cities, rural communities, and everyone in between are struggling to find talented candidates or, sometimes, any candidates at all.

We know the talent is out there. But where? Where can you find your next great seller?

A new year brings new opportunities and a chance to set the foundation for sales success in 2024. With fresh perspectives and renewed motivation, sales teams have the potential to accomplish great things.

By learning from the wisdom of experienced professionals, managers and salespeople can map out a plan to thrive in the months ahead. This year, let's challenge ourselves to implement impactful sales strategies and adopt empowering mindsets. If we start motivated and intentional, there is no limit to what we can achieve.

In today’s competitive job market, organizations are constantly looking for ways to find and secure top talent. Building a strong talent pool is the foundation of any successful company, and doubling that pool can be a game-changer for your organization.

With employers finding it difficult to fill positions, it’s even more important to have a talent bench to turn to when you have an open position. According to a Monster global report, 9 out of 10 employers are struggling to fill jobs.

When you adapt and expand your recruitment efforts, you will be ready for future openings and make smarter selection decisions.

The role you play as a leader in the retention of your salespeople has a huge impact on your business. The more you develop yourself as a leader, the greater influence you have on keeping the team you built in place.

This is important because when your salespeople stay, your organization has the ability to retain customers and maintain a loyal customer base, which leads to your success.

When you have effective leadership practices in place, you can create an environment that fosters a positive work environment, building strong relationships and helping to develop a customer-minded approach. With this attitude, your people will be more willing to stay and give their best every day.