When you’re headed to a new destination, you turn to your car’s navigation or your phone to help get you there. Typically, you may get a few options to choose from: fastest, avoiding tolls, avoiding freeways. After traveling to the same destination a few times, you may try an alternate path. Ultimately, you learn which route works best when and you use your own mental map to get there. So you’re wondering, what does a map have to do with new talent?
Destination: Sales Success
Let’s look at our sales team as the destination that performs well. We want all the members of our team to get to that point. However, not all of our salespeople may be getting there the same way. They all may be selling well, but their paths may differ. These are their behaviors. And typically, this is what you’re interviewing for.
Optimizing the Path to Success
They all share the core competencies – they are knowledgeable in the industry space. However, some sales reps are taking the fastest routes to sales. Others are taking the slower routes in an effort to avoid obstacles in their way. It’s these behaviors that influence YOU and how you feel about promoting them within the organization.
Outlining Your Talent Roadmap
Given this information – the data on your best reps – you can now create your own talent roadmap. You know what behaviors succeed well, and you include those in your roadmap to new talent. And in creating this, you’re building a system that will help keep your company on the path to sustainable sales success! And as always, if you need help outlining your talent roadmap, give us a call! It’s what we do!
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Targeted at sales leaders, Span the Chasm blogs wisdom from the trenches! Visit spanthechasm.com/blog to read about his insights into all things sales. Leaders are readers who drive sales success!
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