Author Archives for Shanan Marshall
April 23, 2025 11:35 am
Published by Shanan Marshall
AI can’t create potential, but it can help you identify it, develop it, and ultimately, transform potential into performance. That’s why the foundation of an effective Talent Acquisition (TA) process lies in assessing potential; a quality that cannot be trained, coached, or gained through experience. Without the ability to predict potential, AI will merely bring efficiency to an inefficient process ultimately scaling the status quo rather than improving outcomes. Recruiters must first ask: What are you really hiring for? If the goal of your TA strategy is simply to fill seats quickly, then AI is your tool. It’s fast, scalable, and cost-effective. It will identify and process large volumes of candidates with impressive speed. But if your goal is to hire and retain high performers, then AI alone is not enough. Quality hiring demands more than volume, it demands insight. The real goal is to predict potential. High-performing organizations know......
April 16, 2025 1:18 pm
Published by Shanan Marshall
As we stated in our previous blog, Talent is the main predictor of sales performance. Talent has 2 major components: Potential which is dictated by DNA and cannot be created but can be developed and maximized through training, coaching and experience. Skills, Competencies, and Knowledge which can be developed through coaching, training, and experience. Ultimately, it is potential that sets the stage for performance. Predicting sales performance starts with accurately assessing a candidate’s potential—giving sales leaders a clear view of the ROI when developing that individual, whether they’re new to the role or seasoned. The most effective sales leaders prioritize measuring potential before investing time and resources—avoiding the costly mistake of developing candidates who deliver only average results. As a hockey player, coach, and Sports Psychologist for an NHL team, I’ve seen two powerful examples where raw talent defied both expectations and the data: the 1980 Miracle on Ice and......
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