The document discusses the role of HR executives in addressing sales challenges within a software company, highlighting the importance of talent management in achieving sales quotas. It emphasizes the need for HR to partner with sales leaders and implement a talent management program to find and retain top talent, as well as evolve sales strategies. Key takeaways include the urgency to evaluate and upgrade sales talent to meet changing market demands.

1. Staffing to Fill Open Territories in a
Software Company (Part 2 of 2)

2. HR Execs can earn a seat at the elusive
CEO table. There is a way!
2

3. Deliver high impact Efficiently
returns aligned with AND control
the business strategy costs
But… what’s the best way to do that?
3

4. Partner with the
SVP of Sales in
solving Sales
problems!

5. I need to have the I need more
sales strategies sales leaders
executed in the field
I’ve got to make
my sales quota
I need to find more
good sales talent
and keep them
The SVP of
Sales has
plenty of
5 challenges

6. How can HR execs help resolve these sales challenges?
Start by reading the book “Topgrading for Sales”.
“Topgrading for Sales” details how HR execs
can get the approach started in the Sales
organization to solve all the major issues:
• Finding & keeping sales talent
• Develop and maintain a virtual bench
• Making the sales number
• Developing sales leaders
• Field execution of sales strategies
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7. Are you
asking
Are you
yourself: Do
missing your
I have the
new product
right people?
sales quota?
Could it be because of Talent Management?
7

8. The McKinsey Quarterly stated that 54% of senior
managers interviewed agreed they didn’t spend
enough time on talent management.
60%
Do you 53%
50%
know
what 40% 37%
your 30%
sales
talent 20%
11%
mix 10%
looks
0%
like? 'A' Players 'B' Players 'C' Players
8

9. Have you considered implementing a
Talent Management Program?
Performance
Talent
Conditions
Success in Sales
If you’re not addressing changing sales talent
requirements, you’re missing half the
opportunity to improve.
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10. What is a Talent Management Program?
Define
Competencies
required to meet Utilize scenario
changing market based interviewing
demands techniques to
evaluate current
Determine sales team
the existing
type of talent
Training program
allowing some ‘B’
Move ‘C’ players to be
Players up or saved
out of the
organization

11. Reap the rewards with
these key takeaways…
 Get ahead of your talent
management program issues
 Evolve your talent at a pace ahead of
your clients
 Don’t wait to evaluate and upgrade
your sales talent, it only results in
missing new product quota
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12. Learn More
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