• Own a Franchise
  • Alumni Center
  • Careers
Login
Shop
Locations
Sandler
Login
Shop
Locations
  • Solutions
      Professional Development and Growth Programs
      Experiential and transformational sales and leadership training for continuous improvement and lifelong learning
      Office setting
    • Sales Training
    • Sales Leadership
    • Prospecting
    • Expanding Accounts
    • Personal and Professional Growth
    • Customer Success
  • Who We Serve
      Sales Tools and Solutions that Scale
      From Enterprise to SMB sized organizations looking to scale, Sandler is the only training provider with the breadth and depth to help you take the next step
    • EnterpriseBy Type:
    • Scaling Companies
    • Individuals
    • TechnologyBy Industry:
    • Medical Devices & Pharma
    • Manufacturing and Logistics
    • Professional and Financial Services
    • Construction & Building Materials
    • Call Centers
    • Selling to Homeowners
    • All Industries
  • Sandler+
      Technology and Delivery Methods that Accelerate Sales Training
      Flexible learning approaches for tackling your organization's unique challenges and technological ecosystem
      Smiling man shaking hands
    • Sandler Online
    • Technology
    • Delivery Methods
    • Online Sales Courses
    • Assessments & Benchmarking
  • About
      Sales Training and Performance Improvement Leader
      Sandler empowers over 50,000 sales professionals and leaders to master the craft of selling
      Smiling woman shaking hands
    • Company
    • News & Press
    • Awards
    • Summit
    • Franchising
    • Sandler Sales Methodology
    • Sandler Selling System
  • Insights
      Elevate, Evolve, and Excel Your Sales Organization
      Tactics, strategies, articles, tools compiled from over 50 years of experience for sales professionals and leaders
      People near board
    • Sandler Advisor
    • Articles
    • Books
    • Case Studies
    • Events
    • Podcasts
    • Webinars
    • White Papers
    • Sandler Research Center
Let's connect
  • Open a location
  • Alumni Center
  • Careers
  • Privacy Policy
  • Cookie Policy
  • Terms of Use
  • DMCA
Share
Home » Insights » Right People, Right Roles, Wrong Time: Updating your recruiting and retention priorities in the New Normal
Articles

Right People, Right Roles, Wrong Time: Updating your recruiting and retention priorities in the New Normal

Bob Bolak

Right People, Right Roles, Wrong Time - Updating your recruiting and retention priorities in the New Normal

When we experience a crisis, we may be strongly tempted to focus our attention on what was happening during the period that came right before the crisis, the ‘Old Normal.’ We may even be preoccupied with the current impact of the crisis itself. It goes against all tenets of self-preservation to look beyond that immediate time of crisis and instead focus on a plan of action in the future recovery phase.

It makes sense that humans do this. The recovery phase is always the hardest to understand, as it is full of unknowns and very little information on where to pitch your tent and start a fire.

However, experience tells us that we get what we plan for, so the first question we must address is this one: Do we have a team focused on building our recovery plan? 

In the New Normal market, sales teams will be faced with a range of new challenges. Speaking with many of our clients, we now hear clear evidence of changes in how their customers will:

  • Evaluate buying decisions and assess ROI
  • Review in-house vs. outsourced activity as they refocus on their core competencies
  • Evaluate their supplier base, particularly in searching for more innovative suppliers

These changes suggest that sales leaders need to accept that there is a very high probability that the New Normal sales landscape will call for significant changes in recruiting and retention priorities.

As such, the major question for sales leaders shifts away from ‘Do I have the right people?’ to ‘Do I have the right people in the right roles?’ We need to review what is needed in terms of skill sets, and assess our people so we can understand who provides the best fit.

Questions that leaders need to ask themselves in preparation for the recovery phase include:

  • How are you currently assessing your people and teams?
  • Can your assessment process be improved?
  • Do your people possess the requisite traits and skills that will ensure they can be successful in the current market environment?
  • Are they both willing and able to do the job you design for them?

The answers may not be familiar or comfortable, but they must be identified.


Download the whitepaper, “Driving Sales Growth in a Recovery” for more guidance on assessing the right people and right roles in the new normal.

Tags: Account management Hiring and Recruitment leadership management sales management

Related Insights

Artificial Intelligence hand touching a human hand
Articles

The 2023 Sales Dilemma: Will AI and Machine Learning “Empower” Buyers to the Point That They No Longer Need Salespeople?

Read Full Article
Sales leader managing team member
Articles

Sales Leaders: Success = Managing Up, Managing Down, and Managing Side-To-Side

Read Full Article
Sandler announces partnership with CoachEm.
News & Press

New Partnership Between Sandler and CoachEm Combines World-Renowned Sales Training Content with a Novel AI Coaching Execution Platform To Increase Quota Attainment

Read Full Article

Sales Training and Performance Improvement Organization

Get Social With Us
Stay Inspired
Tactics, strategies, articles, tools and more information about our events and solutions for sales professionals and leaders.
Name(Required)
Privacy(Required)
This field is for validation purposes and should be left unchanged.
Smiling man holding a laptop
  • Alumni Center
  • Careers
  • Shop
  • Locations
  • Privacy Policy
  • Cookie Policy
  • Terms of Use
  • DMCA
  • Your California Privacy Rights
  • Corporate Training
  • Do Not Sell My Information
©2023 Sandler Systems, LLC. All rights reserved. Sandler, SANDLER (stylized) and E (stylized) are registered service marks of Sandler Systems, LLC.