Aligning people's skills and aptitudes with the right role is vital to both their success and the success of your team. Yet, too many times, we rely on gut feel, or resumes to make this critical determination. As you might expect from a company focused on repeatable processes, Sandler has a step-by-step process for evaluating both your sales positions, and your people.
But let's start with the current state of most sales teams. Sandler's Sales Leadership research posed this question about role alignment to hundreds of sales managers. The results? About 40% of sales leaders are confident that they have the right people in the right roles.