The Sales Talent Shortage [June 2006]
Continually, we find that the sales talent challenge is a top frustration in organizations. It isn't just the sales talent shortage that these companies face, but also the difficulty of placing the right people in the right positions.
The problem starts at the beginning. During interviews, the focus is often placed on a single characteristic that a salesperson should embody, like competitiveness. However, salespeople by nature are good at matching their answers to expectations, making it difficult to predict if they will perform once hired.
In this issue:
· Find out how you can retain your sales stars and close the gap between average and great performers - and hire those that will perform well for your business.
· Learn from one HR executive how his company retained all of its top executives in the last year.
· From conceptual to practical: how do you deal with the talent shortage.
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