{"id":5102,"date":"2023-05-12T14:51:28","date_gmt":"2023-05-12T14:51:28","guid":{"rendered":"https:\/\/esinstitute.com\/uncategorized\/develop-and-standardise-team-sales-skills-3\/"},"modified":"2024-04-02T14:45:29","modified_gmt":"2024-04-02T14:45:29","slug":"esis-sales-talent-strategy-series-part-1","status":"publish","type":"post","link":"https:\/\/esinstitute.com\/blog-series\/esis-sales-talent-strategy-series-part-1\/","title":{"rendered":"First rule of a Sales Talent Strategy? Change your perception of Sales Talent &#8211; ESI\u2019s Sales Talent Strategy Series\u00a0&#8211; Part 1"},"content":{"rendered":"\n<p><\/p>\n\n\n<section class=\"single-news block-section alignfull\">\r\n    <div class=\"grid-container\">\r\n        <div class=\"grid-x\">\r\n\t\t\t                <div class=\"cell small-12\">\r\n                    <div class=\"single-news__title\">\r\n\t\t\t\t\t\t<h1 style=\"text-align: center;\"><b><span data-contrast=\"auto\">How to Develop, Retain &amp; Attract <\/span><\/b><\/h1>\n<h1 style=\"text-align: center;\"><b><span data-contrast=\"auto\">High-Performing <\/span><\/b><b style=\"color: var(--blue);\"><span data-contrast=\"auto\">Salespeople <\/span><\/b><\/h1>\n<h1 style=\"text-align: center;\"><b style=\"color: var(--blue);\"><span data-contrast=\"auto\">Part 1 <\/span><\/b><\/h1>\n<h3 style=\"text-align: center;\"><strong><em>First rule of a Sales Talent Strategy? Change your perception of Sales Talent<\/em><\/strong><\/h3>\n<p>&nbsp;<\/p>\n                    <\/div>\r\n                    <div class=\"single-news__author\">\r\n<!--\t\t\t\t\t\t--><!--\t\t\t\t\t\t\t--><!--\t\t\t\t\t\t-->                    <\/div>\r\n                    <div class=\"single-news__position\">\r\n                        <!--\t\t\t\t\t\t-->                        <!--\t\t\t\t\t\t\t-->                        <!--\t\t\t\t\t\t-->                    <\/div>\r\n                    <div class=\"rel-wrap\">\r\n                        <div class=\"single-news__main\">\r\n                            <div class=\"single-news__featured hide-for-large\">\r\n                                <img decoding=\"async\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2023\/05\/MicrosoftTeams-image-3.png\" alt=\"First rule of a Sales Talent Strategy? Change your perception of Sales Talent &#8211; ESI\u2019s Sales Talent Strategy Series\u00a0&#8211; Part 1\">\r\n                            <\/div>\r\n                            <div class=\"single-news__float hide-for-small show-for-large\">\r\n                                <div class=\"single-news__featured\">\r\n                                    <img decoding=\"async\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2023\/05\/MicrosoftTeams-image-3.png\" alt=\"First rule of a Sales Talent Strategy? Change your perception of Sales Talent &#8211; ESI\u2019s Sales Talent Strategy Series\u00a0&#8211; Part 1\">\r\n                                <\/div>\r\n\t\t\t\t\t\t\t\t<h6 class=\"hide\">Share:<\/h6>\n<ul class=\"share-links flex-container\">\n\t<li>\n\t\t<strong>Share this<\/strong>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fesinstitute.com%2Fblog-series%2Fesis-sales-talent-strategy-series-part-1%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-facebook-f\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.linkedin.com\/cws\/share?url=https%3A%2F%2Fesinstitute.com%2Fblog-series%2Fesis-sales-talent-strategy-series-part-1%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-linkedin-in\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fesinstitute.com%2Fblog-series%2Fesis-sales-talent-strategy-series-part-1%2F&#038;text=First+rule+of+a+Sales+Talent+Strategy%3F+Change+your+perception+of+Sales+Talent+%26%238211%3B+ESI%E2%80%99s+Sales+Talent+Strategy+Series%C2%A0%26%238211%3B+Part+1\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-twitter\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"#\"\n\t\t   class=\"share-links__link js-copy-link\" target=\"_blank\"><span class=\"fa fa-link\"><\/span><\/a>\n\t<\/li>\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-tumblr\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-reddit\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t--><!--\t\t<li class=\"share-links__item\">-->\n<!--\t\t\t<a href=\"--><!--\"-->\n<!--\t\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-pinterest-p\"><\/span><\/a>-->\n<!--\t\t<\/li>-->\n<!--\t--><\/ul>                            <\/div>\r\n\r\n                            <div class=\"grid-x\">\r\n                                <div class=\"cell small-12 medium-shrink align-self-middle\">\r\n\t\t\t\t\t\t\t\t\t                                        <div class=\"single-news__types\">\r\n\t\t\t\t\t\t\t\t\t\t\tNews                                        <\/div>\r\n\t\t\t\t\t\t\t\t\t                                <\/div>\r\n                                <div class=\"cell small-12 medium-auto align-self-middle\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t                                            <div class=\"cat-label\"\r\n                                                 style=\"--color: \">\r\n\t\t\t\t\t\t\t\t\t\t\t\tBlog Series                                            <\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t                                <\/div>\r\n                            <\/div>\r\n\r\n\t\t\t\t\t\t\t<p><b><span data-contrast=\"none\">There is a global sales talent &amp; skills shortage. Your business cannot win by avoiding that fact. It can win by how it responds to it.<\/span><\/b><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><i><span data-contrast=\"auto\">Over the coming weeks, ESI will share a step-by-step guide to developing, retaining and attracting high-performing sales talent \u2013 drawn from the experiences of our customers and partners all over the world. Their wisdom, their expertise, their successes <\/span><\/i><b><i><span data-contrast=\"auto\">and<\/span><\/i><\/b><i><span data-contrast=\"auto\"> their not-so-successes.\u00a0<\/span><\/i><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">When ESI hosts webinars and events with business leaders worldwide, a striking paradox emerges pretty much everywhere. As a bit of an icebreaker, we like to ask business leaders how highly they rate sales as a business function on a scale of importance. It will not surprise you to learn that, without exception, sales is regarded as an important if not the most important function in their business. Obvious, right?<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">We then like to ask those same leaders how many of them chose sales as a professional career. Or how many have guided their children into sales as a career choice? Curiously, these questions typically draw a blank \u2013 sometimes even in an audience of sales leaders!\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">This is striking: so everyone clearly knows the importance of sales as a critical business function but\u2026no-one wants to do it. Think about that in any other context: I play soccer and know the importance of scoring goals but <\/span><b><i><span data-contrast=\"auto\">someone else<\/span><\/i><\/b><span data-contrast=\"auto\"> can do it. I\u2019m a musician but <\/span><b><i><span data-contrast=\"auto\">someone else<\/span><\/i><\/b><span data-contrast=\"auto\"> can play lead. I\u2019m a lawyer but <\/span><b><i><span data-contrast=\"auto\">someone else<\/span><\/i><\/b><span data-contrast=\"auto\"> can be Partner. A little less obvious, right?<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">We see this paradox in existence all over the business world \u2013 irrespective of geography or industry. It may look like little more than a curiosity but this pretty simple diagnosis is actually the starting point for fixing your sales talent strategy.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Think about it: while they recognise its importance, senior business leaders don\u2019t choose sales as a profession because they don\u2019t respect it. For decades, irrespective of its importance, sales has been perceived as a low-skilled\/no-skilled \u2018job\u2019 \u2013 certainly not as a highly-skilled, aspirational and lucrative \u2018profession\u2019. There are no (in reality relatively few) sales degrees \u2013 undergraduate or post-graduate. To be brutal, the perception has been that people end up in sales largely because they cannot do anything else. And yet these are the people to whom organisations consistently entrust the most important function in the business?\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">The good news is that these perceptions are changing\u2026at a dramatic pace. There is a global sales talent shortage quite simply because businesses worldwide have identified that the skills required of high-performing sales people today have evolved and not enough people on the talent marketplace have those skills. We know this because we looked: detailed analysis of commercial job specifications and competency maps confirms it. While employers worldwide continue to look for core functional skills in their people (the things they would like salespeople to \u2018<\/span><b><i><span data-contrast=\"auto\">do\u2019<\/span><\/i><\/b><span data-contrast=\"auto\">), they place a premium on higher-order cognitive skills (how they would like salespeople to \u2018<\/span><b><i><span data-contrast=\"auto\">think\u2019<\/span><\/i><\/b><span data-contrast=\"auto\">). And they struggle to find people with the latter.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">In our experience, your business most likely suffers from this talent deficit. You may even have started on the journey to address it. It may be of little comfort but the first thing is to realise that you are not alone. The second is to understand that Sales has evolved \u2013 from a low-skilled job into a highly-skilled profession. Start here and you can develop a sales talent strategy that works.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><i><span data-contrast=\"auto\">Next up:\u00a0 exploring some of the mistakes employers can make when it comes to sales talent strategy.<\/span><\/i><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p>&nbsp;<\/p>\n<h5>Develop Internal Sales Skills<\/h5>\n<p><em>Like many ESI customers, one way you can address this challenge is to look at your internal resources and upskill the entire sales team. You may even be able to identify talent in other functions and convert those best suited into highly skilled sales professionals. In other words, work with the talent that you already have. By introducing a new <a href=\"https:\/\/esinstitute.com\/\">sales training<\/a> &amp; skills development programme that the entire team can take \u2013 available virtually and self-paced \u00a0&#8211; \u00a0a new, standardised and highly effective approach can be introduced across your organisation. This access to new sales skills will help both drive your business forward and motivate staff.<\/em><\/p>\n<p><a class=\"button warning hollow\" href=\"https:\/\/esinstitute.com\/request-a-demo\/\">Start Your ESI Journey with a 30 minute call<\/a><\/p>\n\r\n                            <div class=\"hide-for-large show-for-small\">\r\n\t\t\t\t\t\t\t\t<h6 class=\"hide\">Share:<\/h6>\n<ul class=\"share-links flex-container\">\n\t<li>\n\t\t<strong>Share this<\/strong>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fesinstitute.com%2Fblog-series%2Fesis-sales-talent-strategy-series-part-1%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-facebook-f\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.linkedin.com\/cws\/share?url=https%3A%2F%2Fesinstitute.com%2Fblog-series%2Fesis-sales-talent-strategy-series-part-1%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-linkedin-in\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fesinstitute.com%2Fblog-series%2Fesis-sales-talent-strategy-series-part-1%2F&#038;text=First+rule+of+a+Sales+Talent+Strategy%3F+Change+your+perception+of+Sales+Talent+%26%238211%3B+ESI%E2%80%99s+Sales+Talent+Strategy+Series%C2%A0%26%238211%3B+Part+1\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-twitter\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"#\"\n\t\t   class=\"share-links__link js-copy-link\" target=\"_blank\"><span class=\"fa fa-link\"><\/span><\/a>\n\t<\/li>\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-tumblr\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-reddit\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t--><!--\t\t<li class=\"share-links__item\">-->\n<!--\t\t\t<a href=\"--><!--\"-->\n<!--\t\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-pinterest-p\"><\/span><\/a>-->\n<!--\t\t<\/li>-->\n<!--\t--><\/ul>                            <\/div>\r\n                        <\/div>\r\n                    <\/div>\r\n                <\/div>\r\n\t\t\t        <\/div>\r\n    <\/div>\r\n<\/section>\r\n","protected":false},"excerpt":{"rendered":"<p>Develop and Standardise Team Sales Skills In this series, we have explored  why sales roles are so hard to fill globally and we have reached a simple conclusion &#8211; far from being made easier by technology, selling has become harder: And it demands an increasingly complex and sophisticated set of skills. In real world  job postings, we see the significant disconnect between the \u2018functions\u2019 of the typical sales spec today and the \u2018qualifications\u2019 \u2013 what we at ESI would call skills &#8211; required to carry out those same functions: Functions Skills Follow-up Metrics-driven Facilitate Goal-oriented mindset Host Ideate editorial sensibility Write<\/p>\n","protected":false},"author":8,"featured_media":5256,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[30],"tags":[26,25],"news_type":[16],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>First rule of a Sales Talent Strategy? Change your perception of Sales Talent - ESI\u2019s Sales Talent Strategy Series\u00a0- Part 1 - ESI<\/title>\n<meta name=\"description\" content=\"Far from being made easier by technology, selling has become harder: And it demands an increasingly complex and sophisticated set of skills.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/esinstitute.com\/blog-series\/esis-sales-talent-strategy-series-part-1\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"First rule of a Sales Talent Strategy? 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