In this CPSA Recruitment and Talent podcast, we’ll talk about “bench strength” and the importance of sales succession planning. Knowing who should be promoted or moved laterally within an organization – and where and when – is why succession planning is so important to keeping companies growing and successful. The conundrum is what to do with top salespeople – do you promote them to sales managers, or do you keep them doing what they do best, which is selling? Time and again companies find that great sales don’t translate into great managers.
In this CPSA Recruitment and Talent podcast episode, host Kevin W. Grossman talks with Lori Richardson, founder and CEO of Score More Sales, about how to conduct a sales compensation audit.
View the full transcription here.