As a sales manager, you know what sales pipeline is but what about talent pipeline? Who are the people who are going to drive your sales pipeline? Where are they going to come from? How are you going to identify them, shortlist them, screen them, interview them, recruit them - listen to that list, all those pieces, those activities and that’s just for one hire?

 

It gets worse - what happens if you make a good hire but it takes months to achieve TTP - that is a big chunk out of your coverage? What if you make a bad hire - just to get someone in the door, it can take months to recognise you’ve made a bad call - you’ve got to manage that person out and start all over again - that’s if you’ve still got your job!

 

We never get the sales people we deserve. We get the sales people our talent pipeline (or the lack of a talent pipeline) produces.

 

It’s the same recipe for sales pipeline - what goes into the funnel is indicative of what comes out of the pipeline and that’s in direct proportion to the volume of what we are putting into that pipeline, the value of what’s in that pipeline, the velocity with which it moves through the pipeline

 

In this week’s episode:

 

What we mean by talent pipeline

How to build a talent pipeline

The cost of not having a talent pipeline