Finding the right talent to do the right job at the right place and at the right time takes skill. And a lot of practice.
Just ask Sean Dwyer, captain of the Brenna A, one of the crab fishing boats featured on the TV show Deadliest Catch.
A relative newcomer to the Bering Sea crab fleet, the Brenna A quickly caught its quota of king crab. To pay the bills and keep his crew fishing, Dwyer secured a license for catch cod and made plans to fish for the less lucrative crop. There was just one catch: three members of his crew left the boat because they didn’t want to fish cod.
So, before the Brenna A could leave the dock Dwyer had to hire three crew members in order to fully staff his boat. Thankfully, he already knew a veteran Bering Sea fisherman was available — Zach Larson, son of Wild Bill Wichrowski, captain of the Summer Bay. Dwyer made a few calls, found two more experienced deckhands and headed out to the cod grounds.
If only it were that easy in the world of sales and service.
While good sales and service leaders keep an updated list of people they would like to hire, that’s no way to set up a talent strategy and keep your business operating at high speed over the long haul. Talent is crucial to any sales or service team, and you must know what kind of capabilities are needed in a seller or service rep for them to be successful in your organization.
What I’m saying is, it’s important to understand what top performers look like in your company and use that knowledge to develop the ones you have and find more like them. This is true, whether you’re fishing for cod (or king crab) on the Bering Sea or running a sales or service team on dry land.