Staffing to Fill Open Territories 1 of 2

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

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If your top sales rep resigned today, how long would it take you to recover?

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What thoughts would go

through your head?

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?

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Have you been nurturing candidates and maintaining a Virtual Bench?

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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?

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So… what is a Virtual Bench?

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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…

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Attracting top candidates is tough. Treat this like a buying process.

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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

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Learn More

Contact us to hear the rest of the story...Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: www.salesbenchmarkindex.com

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