The most important ingredient for attracting and retaining top talent is to develop an exceptional Talent Portfolio. As I write, there are many challenges facing our company in this very competitive industry. In order to be competitive, we must stay ahead of the curve… staying informed and “on the ball” with all of the events and trends impacting our industry. It is essential for us to not only attract the top talent, but we must also help them navigate the obstacles that might prevent or hamper their success.
The primary means by which we can do this is through a consistent and ongoing Sales Performance Review (SVR). To achieve this objective, it is important to understand the process and goals of a SVR. The process begins with a detailed summary of the Company’s Revenue Facts, as well as an overview of the operating environment. These two items give us the starting point for evaluating the performance of our top performers.
We then proceed to measure their performance relative to our expectations. This will include both absolute and relative performance. For instance, how did our revenue to meet our guidance? Were sales better than projected, or worse? If we were below our guidance, this will be reflected in our measurement of relative performance.
Next, we must compare the nature of the competition. What types of customers are we currently serving? Are they primarily based in the geographic region in which we operate? Or are they more global? These factors will dictate the types of campaigns we undertake and the types of partners we seek.
When comparing our Sales Organizations against competitors, it is important to determine whether our results are similar to theirs. For instance, if their customer base is primarily from outside of the United States, how do they compete against a German-based Company with local operations? Will they be able to retain and attract new clients?
Another way to look at this issue is from an investor’s point of view. Is investing in our Companies’ equity a good idea? Equity represents future profits. An ownership stake gives current and future profits something to work towards. This gives investors the sense that the business is performing well despite market conditions.
Lastly, when we are measuring the strength of our Sales Organizations, we must also take into account the market share held by our Partnerships. How do they perform against each other? Can each of them generate the same amount of revenue? How do their relative profit margins compare?
If the answers to these questions are negative, we should reassess our position. The purpose of selling proposition statements is to provide strong reasons why we should buy or invest in a specific M&A. It is not the sole basis for the decision. We must weigh each of the M&A’s using the knowledge we have gained in this process. It may still be necessary for you to hire an investment management professional to help you determine if an M&A makes financial sense for your company.
There are several factors that go into creating an effective selling proposition statement. First, we need to understand the products and services our company offers. Second, we should take into consideration how and where we can sell our products and services. Third, we need to emphasize the competitive advantages of buying the other party’s assets.
As stated previously, this document should provide strong reasons why a M&A makes sense for both the buying and selling parties. One good way to do this is by dividing the selling proposition into two parts. One part should focus on the selling advantages of acquiring the other company’s assets. The second part should focus on the benefits an investor will receive by purchasing the other company’s assets.
The selling proposition statement can be written in neutral or friendly tone. Writing it in a friendly tone conveys the impression that you are eager to find solutions to solve your problems. It makes readers feel that you would not mind if the other party acquired your company. On the other hand, a neutral tone allows you to mention the financial position of the companies.
Selling proposition statements can be prepared as-is or with specific information added. You may also choose to customize the form for the specific requirements of your venture. An effective selling proposition increases the likelihood of attracting the right people to read the full offer document. In addition, preparing it in detail and thoroughly researching the companies’ background, experience, and assets can help you present your venture in the best possible light.
