Execution is the sum of all the activities performed by your employees. In order to achieve your long-term goals, you need to be doing the right work.
In sales, the competition to find and win over the most skillful sellers is as consequential a priority as any. The revenue-producing power of the most capable salespeople can fuel entire sales forces and companies to the next level. To locate, engage, and hire more of those hard-to-find game-changers, hiring managers and recruiters must be keenly perceptive and compete with other potential employers for top candidates’ attention.
Sales hiring continues to evolve thanks to new emerging technologies such as predictive analytics that can predict and quantify actual sales performance pre-hire. Historically, individual sales leaders had to rely on gut feel and intuition in order to understand what traits and attributes contributed to selling success on their teams. With modern tools now combining both new and well-proven technologies, sales leaders and recruiters can move away from generalized lists of what makes a successful salesperson to a hyper-localized, job and company-specific list of the attributes driving sales success. When combined with data insights, a company can now predict pre-hire exactly how someone will perform.
Answer the questions below to assess if your human capital is powering or hindering your ability to execute. Are your managers fully aware of the motivational needs of their team members? Is your organization fully able to attract and retain your top talent? Are your development, learning, and training programs fully aligned with your business strategy? Is knowledge widely shared across the organization? If you answered “No” at least once, your talent is disrupting your execution and the success of your business strategy is at risk.