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Better Talent = Better Performance

Outstanding sales performance is simply the sum total of outstanding individual performances. It all starts with Talent—and the Sales Talent Interview (STI) is the tool we use to guide our clients to hiring and coaching superior sales talent.

Outstanding sales performance is simply the sum total of outstanding individual performances. It all starts with Talent and the Sales Talent Interview (STI) is the tool we use to guide our clients to hiring and coaching superior sales talent.

In Talent Focused Management, our foundation management workshop, managers learn what it takes to manage for outstanding individual sales performances. 

Here are several examples where upgrading talent has resulted in increasing revenue:

Top Performers Outperform the Team
A top 50 market raised their overall sales team talent index from 2014 (red line) to 2015 (blue line). The team performance for 1st quarter 2015 was at 106%. When we looked just at their top performers on the team (green line), we found their talent index exceeded the overall group and they finished Q1 2015 at 123%. Top talent wins out for top sales performance!

New Business & Internet Revenue
CMG Charlotte brought us in to focus on upgrading their sales talent. The changes increased their Sales Talent from the blue 2009 line to the red 2011 line, and resulted in a 33% increase in new business, and a 52% increase in internet revenue.

Selling New Innovations
We knew our talent assessments were effective in identifying the sales talents needed to be successful in B2B and Media sales environments, and in 2011 we confirmed that those same talents are needed to be a top performer selling the newest innovations of a company's products and service.