Author Archives for Shanan Marshall
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......
April 10, 2025 12:55 pm
Published by Shanan Marshall
Talent has 2 major components: Potential DNA which cannot be trained, coached, or created through experience. Potential/DNA is the raw ability that sets our limits for performance. Skills, Competencies and Knowledge which can be developed though training, coaching, and experience. The underlining foundation for predicting future performance is set by our potential. It is only through effective training, coaching, and experience that potential becomes performance. Therefore, training skills and competencies and through experience, we can unlock our potential and subsequently our performance. Even with the assistance of AI, companies run the risk of missing the big picture. AI cannot create potential but it can help identify the key components of potential. Through strategies such as 360’s and structured interviewing, we can assess current skills and competencies. Only with these insights can we then create targeted development plans to maximize potential and performance. In any population the majority 66% falls in......
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