Staffing to Fill Open Territories 1 of 2
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Staffing to Fill Open Territories 1 of 2

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This is the first of a 2 part SlideShare from the January SBI eBook "Staffing to Fill Open Territories in a Software Company". A link to download the eBook is on the last slide

This is the first of a 2 part SlideShare from the January SBI eBook "Staffing to Fill Open Territories in a Software Company". A link to download the eBook is on the last slide

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  • This slide deck gives some high-level information on how to set a Sales Strategy for 2012. Keywords include: Sales Strategy, Sales Force Effectiveness, Making the Number, Sales Targets, Sales Revenue, Sales Costs, Market Share, New Product Launch, Sales Readiness
  • Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web:


  • 1. Staffing to Fill Open Territories in aSoftware Company (Part 1 of 2)
  • 2. 2If your top sales rep resigned today, howlong would it take you to recover?
  • 3. 3What thoughtswould gothrough yourhead?
  • 4. 4Do we haveenough SalesTraining?Can I make mynumber withouthim?What kind ofSocial VirtualBench do Ihave to fill thisrole?Why did thishappen?Can we savehim?Should we savehim?
  • 5. 5Have you been nurturingcandidates and maintaining aVirtual Bench?
  • 6. 6Proper nurturing of your topcandidates ensures success. This is a core fundamental of a great Talent Management Program Most ‘A’ Players are hired through a referral and ‘dated’ thecompany for over 6 months before they were hired ‘A’ Players quit because of their boss Why not recruit the people who you want and start the relationshipoff correctly?
  • 7. 7So… what isa VirtualBench?
  • 8. 8In his book Topgrading for Sales, SBICEO, Greg Alexander defines a SocialVirtual Bench as:“Your talent prospect list is yourSocial Virtual Bench – virtualbecause you haven’t hiredanyone on the list. Social becauseyou are connected to them onLinkedIn, Twitter or Facebook.You will need a constant flow oftalented sales people comingyour way, since there will alwaysbe turnover…
  • 9. 9Attracting top candidates is tough.Treat this like a buying process.
  • 10. 10Here are the keys tocome to the rescue… Create a Social Virtual Bench – this actalone increases your chance of hitting yournumber over 5x Identify where each candidate is in their‘Buying’ process. Nurture them with theappropriate dialogue and content Use your Marketing Automation Tool – itnurtures your prospects… why can’t itnurture your candidates? Map out some specific nurture paths – thiswill allow you to work with the SocialVirtual Candidate ‘Buying’ Process
  • 11. 11Learn MoreContact us to hear the rest of the story...Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: www.salesbenchmarkindex.comEnjoy the SlideShare? Don’t miss the next one! Click to follow us on SlideShareSign up for our Sales Force Effectiveness blog by clicking hereTo get a copy of the eBook “Staffing to Fill Open Territories in a SoftwareCompany, click here