CHAPTER 23
Talent Management Can Make or Break the Sales Leader
Talent changes everything. The right talent can make your life a joy; talent deficiencies can make your life miserable and destroy your sales effort. It’s that big a deal. Next to leading your team well and building a healthy culture, talent management is the most critical aspect of the sales manager’s job.
Some sales experts would make a strong argument that talent trumps all other factors. They say that the right talent finds a way to win regardless of circumstances. My only disagreement with that assertion is that poor leadership and an unhealthy culture will eventually overcome even the strongest people, and over time cause top producers to pack their bags and take their talents ...
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