What Successful Sales Leadership Shows Us
Posted on Thu, Oct 14, 2010
Summary of Summit Session: "Collaborative Leadership: What Successful Leadership Shows Us"
Presented by Summit Instructor: Susan Hirt, PhD and Chair, European Business Development for Talent Plus 
Susan Hirt explained that it is possible to measure the intensity of leadership characteristics to understand differences in style among leaders, including their predisposition to collaboration. When hiring a new sales manager, it is critical to look for the personality characteristics that indicate an ability to develop relationships, influence others, and lead with impact.
Here are some highlights of her presentation.
TalentPlus Growth Formula
(Talent + Fit) x Investment = Growth
TALENT
A natural ability not acquired through effort. Training refines talent but does not create it. You need to hire people as they are, if you get a change, it's a bonus. Talent is the foundation for success in a job.
FIT
Fit is putting each person in a situation where their natural talents are the ones needed for success. Fit is right when your spontaneous behavior happens to be what leads to success in a job.
Elements of FIT
- Role/Postion
- Manager/ Team
- Organization
- Location
- Pay/Benefits/Environment
- Career Needs
INVESTMENT
Investment is individualized development of another person. It is maximized by understanding what drives an individual based on theme strength.
Elements of Investment:
- Support and Equipment
- Relationships
- Communication
- Recognition and Rewards
- Performance Planning
- Training and Development
- Career Pathing
Six actions to master the talent game:
1. Establish the “gold standard” for talent.
2. Get actively involved in people decisions deep within the organization.
3. Drive a simple, probing talent review process.
4. Instill a talent mindset in all managers throughout the organization.
5. Invest real money in talent.
6. Hold self and their managers accountable for the strength of the talent pools they build.
Talent Plus is an EcSELL Institute Pillar Partner. Talent Plus believes every person has talent. Talent’s expression is dependent upon the opportunity to express it.
It is the goal of Talent Plus to help its clients and their employees to express this talent to the mutual benefit of the individual and organization
EcSELL Institute www.ecsellinstitute.com
