28 June 2023 | Sales
The category is… talent management
By Gabrielle "GB" Blackwell
In Q2, I wrote a lot about managing talent and performance (and everything in between). Each newsletter fell into one of the following categories:
- Understanding your reps’ motivations
- Developing your reps
- Managing change and rep expectations
- Performance management
- Hiring or exiting reps
The main objective? To help managers meet their reps where their reps need them most.
Let’s get started…
Understanding reps
Tl;dr – A motivated team = a more productive team = a higher performing team. Majority of managers know this. But not every manager knows how to keep their reps motivated. The 🔑 key 🔑 is understanding what drives your people.
Check out these newsletters to level up:
Developing your reps
Tl;dr – If your reps aren’t growing, they’re stagnating. The 🔑 key 🔑 is operationalizing growth through competencies and development planning.
Check out these newsletters to level up:
- Introducing core competencies
- Creating a development plan (hint: it’s not *just* measurement)
Managing your reps expectations
Tl;dr – the only constant is change. Yet, 70% of change initiatives FAIL! 🤯 One reason for this staggering failure rate is employee resistance to change. The 🔑 key 🔑for managers is readying their people for change while also reinforcing the new standards.
Check out these newsletters to level up:
Performance management
Tl;dr – You don’t rise to the level of your goals…you fall to the level of your systems. I think there are a lot of things managers can get better at, and performance management is a big one. The 🔑 key 🔑 is creating a reliable system for performance management.
Check out these newsletters to level up:
- How to show your work (aka cover your a*s)
- Evaluating underperformance (pt. I)
- Evaluating underperformance (pt. II)
Hiring or exiting reps
Tl;dr – Having the right people on your team is so 🔑 key 🔑to any manager’s success. But not everyone knows what to hire for – let alone assess for it – or when it’s time to cut someone loose.
Check out these newsletters to level up:
What’s next?
While this quarter has been uh-mazing, I am SO pumped for what’s coming up in the new quarter (aka next week)!
I don’t want to give away all the goodies, but I can give you one hint via a gif:
