5 Actionable Strategies to Improve Overall Talent Acquisition and Talent Management

Copyright © MMXIII. The Brooks Group. All rights reserved. | www.thebrooksgroup.com
Tony Smith
Regional VP of Sales
5 Actionable Strategies
To Improve Overall Talent Acquisition
and Talent Management

Four decades of helping companies
drive sustainable commercial growth
The Brooks Group is consistently named as a Top 20 Sales
Training and Consulting Firm
We’ve trained and coached millions of people around the
world in personal and professional development

We’ve worked with these clients and others:

Talent Creates
a Culture of Excellence

Talent Acquisition
Getting the right people in the door
Motivated and Engaged
Right Attitude
Fit for the Position
Cultural Fit
1

The Cost of Turnover
$114,957
Percentage of employees that
will turn over in the first 18
months
Ref: DePaul University’s Sales Effectiveness Survey
48%
Average cost of replacing a
salesperson
• Salaries
• Training
• Time
• Morale
Hidden Costs

Best Practices
for Interviewing
Sales positions: spend a day
with your top rep
Interviewing by committee
Behavioral based interviewing
Incorporate a validated and EEOC
compliant assessment
2

Behaviors
How will this
person sell?
Values
Why will this
person perform?
Attitudes
How does this
person perform?
Skills
Can this person
sell?
Personal Assessments Measure:

Always Be Recruiting

Talent Retention
Onboarding
Training
Coaching
Career Pathing
3

Onboarding
Create a 30, 60, and 90 day plan
4

Set clear expectations with measurable milestones
Measurable Outcomes
Job Expectations/Standards of Work
Company Guidelines
Feedback/Meeting Cadence
Communication Channels

Recognize your employees’ communication styles

Recognizing Behavior Styles
Higher Energy
Lower Energy
InformalFormal
RelationshipsResults
Dominance
(DOER)
• Self-confident
• Independent
• Straight-forward
Influence
(TALKER)
• Friendly
• Approval Seeking
• Inspiring
Steadiness
(PACER)
• Reserved
• Team Player
• Steady
Compliance
(CONTROLLER)
• Precise
• Thorough
• Organized

How to Recognize a Dominance
(DOER)
Voice
• Strong, clear,
confident, fast-
paced, abrupt
Volume
• Loudest, forceful
Body Language
• Uses direct eye contact
• Points finger
• Leans toward you
Email
• One or two word
responses
• Short sentences
• bullet points

How to Recognize an Influence
(TALKER)
Voice
• Animated,
friendly,
rambling
explanations
Volume
• Fairly loud, casual
Body Language
• Smiles a lot
• Expressive gestures
• Animated
Email
• Usually begin with
something like ... "I
hope you are well" or "I
hope you are having a
good day", etc.

How to Recognize a Compliance
(CONTROLLER)
Voice
• Little or no modulation,
precise, cool or aloof
Volume
• Quiet volume,
deliberate
Body Language
• Few hand gestures
• Arms folded
• Controlled
Email
• Very precise and detailed
• May be lengthy, usually
requesting or referring to
data and reports

How to Recognize a Steadiness
(PACER)
Voice
• Low voice tone,
warm, detail-
oriented
Volume
• Soft, methodical
Body Language
• Small hand gestures
• Relaxed
• Steady, easy pace
Email
• Personable and lengthy

Training, Coaching,
and Career Pathing
Benefits:
• Increased engagement
• Improved retention
• Employees know you care
5

Training and Development is a Process,
Not a One-Time Event
Sellers need more
training than most
companies realize

Coaching: the catalyst of high
performance and retention
Implement a Standard Coaching Cadence!
Types:
• One-to-One
• Team Based
• Formal
• Informal
Benefits:
• Fosters Engagement
• Improves Retention
• Improves Performance

Career Pathing
• Employees want to know
their potential path
• Many times employees
leave a company because
of a lack of opportunities
for growth
• Foster career pathing by
establishing a culture of
mentorship

Every job has a unique set of
motivators that it rewards
Personal motivators drive a person’s career path
Top 8 motivators that come into play:
• Economic
• Utilitarian
• Theoretical
• Aesthetic
• Social
• Political
• Individualistic
• Traditional/Regulatory

Head to the following address now to
receive your free assessment and debrief!
https://brooksgroup.com/receive-your-
free-trimetrix-assessment-and-debrief

5 Actionable Strategies to Improve Overall Talent Acquisition and Talent Management

Recommended

Recommended

More Related Content

What's hot

What's hot (13)

Similar to 5 Actionable Strategies to Improve Overall Talent Acquisition and Talent Management

Similar to 5 Actionable Strategies to Improve Overall Talent Acquisition and Talent Management (20)

Recently uploaded

Recently uploaded (20)

5 Actionable Strategies to Improve Overall Talent Acquisition and Talent Management