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Topics Covered: <a href='/resources/search/?query=Sales Management'>Sales Management</a>
Sales Strategy
Dec 18, 2017 | Canadian Professional Sales Association lock

In this episode of the CPSA Sales Compensation show, we'll discuss tactics and strategies to develop top sales talent.

Our guest is David Johnston. David is the founder and CEO of Sales Resource Group Inc., a leading consulting company with extensive experience in the design and development of sales compensation programs for organizations across North America and around the world.

Listen to this episode of the CPSA Sales Compensation Podcast and discover:

* Why is it important to develop sales talent from within?
* What are the critical elements in a successful development model?
* What do you look for in the recruitment of development candidates?
* When creating a development model, how do you set expectations?

Want to hear more? Check out these bonus insights:

* What are the important competencies for candidates to develop within this model? How do we establish those?
* What role does compensation play in the development model?
* Why is this type of model so important to the business? What results can the business expect from this investment?

About Our Guest: David Johnston

David Johnston has a broad international consulting background and offers a participative approach when consulting with clients and over 25 years of experience working with organizations from diverse fields, such as broadcast media, pharmaceuticals, telecommunications, information technology, retail manufacturing, membership organizations and financial services.

In addition to his consulting and management background, David holds Master's Degrees in Clinical Psychology and Business Administration. He teaches Total Rewards, Communications and Sales Compensation for WorldatWork and is a member of the The Canadian Professional Sales Association.

About Our Host: Bill Banham

Bill Banham is a Marketing and Publishing professional based in Toronto. Bill is Founder of The HR Gazette and Iceni Marketing. Bill is also Co-Founder of the WorkingTech show and the InnovateWork event series. Bill hosts several CPSA podcast shows on topics including social selling and tech and sales strategy.

Listen to More CPSA podcasts here.

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