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
4. 4
Do we have
enough Sales
Training?
Can I make my
number without
him?
What kind of
Social Virtual
Bench do I
have to fill this
role?
Why did this
happen?
Can we save
him?
Should we save
him?
5. 5
Have you been nurturing
candidates and maintaining a
Virtual Bench?
6. 6
Proper nurturing of your top
candidates ensures success.
This is a core fundamental of a great Talent Management Program
Most ‘A’ Players are hired through a referral and ‘dated’ the
company 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 relationship
off correctly?
8. 8
In his book Topgrading for Sales, SBI
CEO, Greg Alexander defines a Social
Virtual Bench as:
“Your talent prospect list is your
Social Virtual Bench – virtual
because you haven’t hired
anyone on the list. Social because
you are connected to them on
LinkedIn, Twitter or Facebook.
You will need a constant flow of
talented sales people coming
your way, since there will always
be turnover…
10. 10
Here are the keys to
come to the rescue…
Create a Social Virtual Bench – this act
alone increases your chance of hitting your
number over 5x
Identify where each candidate is in their
‘Buying’ process. Nurture them with the
appropriate dialogue and content
Use your Marketing Automation Tool – it
nurtures your prospects… why can’t it
nurture your candidates?
Map out some specific nurture paths – this
will allow you to work with the Social
Virtual Candidate ‘Buying’ Process
11. 11
Learn More
Contact us to hear the rest of the story...
Email - info@salesbenchmarkindex.com
Phone - 1-888-556-7338
Web: www.salesbenchmarkindex.com
Enjoy the SlideShare? Don’t miss the next one! Click to follow us on SlideShare
Sign up for our Sales Force Effectiveness blog by clicking here
To get a copy of the eBook “Staffing to Fill Open Territories in a Software
Company, click here
Editor's Notes
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: http://www.salesbenchmarkindex.com