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Spencer Green
Chairman, GDS International

Sales and the 'Talent Magnet'

A lot is written about being a ‘Talent Magnet’, either as a company, or as President. It’s all good practice – listen, mentor, reward, provide clear goals and career maps. Good practice for the employer, but what about the employee?
25 May 2011

Sales and the 'Talent Magnet'

25 May 2011















A lot is written about being a ‘Talent Magnet’, either as a company , or . It’s all good practice – listen, mentor, reward, provide clear goals and career maps. Good practice for the employer, but what about the employee?

I spent the early part of this week in Dubai with some of my key leadership team, and it was really inspiring. Listening to and being around really motivated, talented people. (And then watching them fall over on quad bikes, but that’s a different story!).

My Grandmother used to warn against being “blind to the beauty in your own garden”. Grans know this stuff. Twitter should be a network of little old ladies in observation posts above the world’s villages, towns and cities, tutting and tweeting.

We have talent in GDS International – all successful organisations do – sometimes you just need to open your eyes to it. Concentrate on what is in front of you.

Even in unquestionably brilliant teams (Liverpool 85/86!), individuals must want to pick up the ball and run with it. Do you?

We don’t stretch ourselves by simply working alongside the best. We stretch ourselves by learning from and competing with the best. So ask yourself a simple question: Are you developing? Are you honing a key skillset every fortnight?

In my company we are encouraging role exchanges amongst senior staff, we change the layout on our sales floors to keep things fresh – to create new neighbours and new opportunities to share.

Our best people are motivated by their own performance. New skills are valued because they offer a clear competitive advantage. They are immediately valuable.

Of course we drive strong recruitment because we want to be a talent magnet, but equally important is that we foster self-learning and self-motivation. That way, everybody is attractive.

We waste hours wanting to be somewhere else. Television encourages us to move, but it never explains what we should do when we get there. Here’s another from my new Granny network (Tutter!): “wherever you go, there you are.” Problems have a nasty habit of sneaking into luggage.

The ability to improve your situation is in your own hands, and the skills you need are sat next to you every day.

Go and listen to good staff selling, pitching, planning, etc.
Understand who is the best lead generator?
Who writes the best angles?
Who is the best at opening business?

Who have you learnt from this week? Today? What did you learn?

To read more about Spencer Green and GDS, find his bio here.

Alternatively, read Spencer Green's GDS blog here.