The document discusses finding and nurturing sales talent. It emphasizes that recruitment and coaching should be ongoing processes, not one-time projects. To source quality candidates, look among service industry workers, teachers, nurses and others with people skills. Use assessments to evaluate strengths and fit for roles. Regular coaching, training, and creating opportunities for growth and advancement are keys to retaining top performers.

1. Find, Recruit, Select, Coach, Grow, Retain:
Finding and Nurturing Sales Talent in 2014

2. Finding & Nurturing Sales Talent
• Why are we here?
• Find
• Recruit
• Select
• Coach
• Grow
• Retain
• What did we talk about?

5. Finding & Nurturing Sales Talent
• Truths
– Clients and Customers HATE sales turnover
• So do your employees
– Recruitment and coaching are everyday processes
• Always Be Recruiting
– Selection is the only “project” on this list
– Success in sales requires more than a gregarious
personality
– The best sales people are not the best managers

7. Finding & Nurturing Sales Talent
• Recruitment and Coaching is a PROCESS
– Too many times, someone quits and the
recruitment project begins.
• Fire Up The Machine!
– A successful business owner or sales managers
will always have someone who is “ready, willing,
and able” in the pipeline when a “chair becomes
empty”
– Coaching is constant once the person is in the
building

9. Finding & Nurturing Sales Talent
• Now, about that process

10. Finding & Nurturing Sales Talent
• Find
– Where do I find my next great sales person?
– Talented people are all around you
– You just have to know what to look for and where
to look
– Under rocks, around corners, and in front of you

12. Finding & Nurturing Sales Talent
• Find
– What to look for?
• Commitment-Seeking
– Do they easily solve a problem?
– Are they confident?
– Do they have a presence?
– Are they comfortable in a debate?
• Work Focus
– Are they the hardest worker in the bunch?
• People Themes
– Do people enjoy seeing them and seek their company?
• Innate Motivations
– Are they motivated internally?

13. Finding & Nurturing Sales Talent
• Find
– Where to look for your next sales person?
• Service industries
• Industrial positions
• Teachers
• Nurses
• Non-Profits
• Police Officers

15. Finding & Nurturing Sales Talent
• Recruit
– Why do they want to work for you?
• IMPORTANTE!
– Why do they want to work for your company?
• Culture
• Opportunity
• What makes your company and OFFICE unique?
• WIIFM
• YOU

17. Finding & Nurturing Sales Talent
• Recruit
– Don’t be afraid to “cut” someone from the
recruitment process in this stage
• Politely and Professionally

18. Finding & Nurturing Sales Talent
• Select & Recruit
– Use a statistically accurate “assessment tool” to
show a map of the candidates strengths and
talents
– This will allow you to match the person to your
company
– Assessment tools include Strength Finders, DISC,
Talent Plus, Gallup, and many more
– Assessments also allow for coaching and
development after the hire is made

20. Finding & Nurturing Sales Talent
• Select
– Now that you’ve identified them, which role do
you put them in?
– Only “project” on the list
– Define the role and the characteristics of the
person that will FIT that role
– Characteristics include experience working with B-
2-B, broker relationships, travel, and many others
– In radio, it might be someone who can work with
an advertising agency or call on a nightclub

22. Finding & Nurturing Sales Talent
• Coach
– Regular interactions with the “manager” will allow
the sales rep to grow
– Individual Management Questions
• How they like to be managed
• Motivations
• Best / Worst Boss
– Get out in the field with them
– It’s OK to be friends with your employees

25. Finding & Nurturing Sales Talent
• Retain
– Create an engaging environment
– Make it fun
– Train ‘em well enough to be recruited away, treat
well enough so the grass isn’t greener

26. Finding & Nurturing Sales Talent
• Grow
– What are the individuals goals?
– Where do they want to be in 5-10 years?
– What is their dream job?
– Create an ALUMNI network

27. Finding & Nurturing Sales Talent
• What did we discuss?
– It’s an everyday process
– Only project is deciding where the FIT is for a
specific position
– ABR – Always be recruiting

28. Finding & Nurturing Sales Talent
• I will work with anyone 1-on-1 about
recruiting and training and “job specs”
• Contact Me:
– mpaterson@rmgmwf.com
– 815-874-7861
– @mikepaterson72 (Twitter)
– LinkedIn (Mike Paterson)
– Slideshare – mikepaterson72