The concept of measuring the value of talent in quantifiable terms is central to the discussion of human capital and has been studied for some time. Jim Collins published his seminal book on the difference between good and great companies a decade ago. More recent studies show that, in the tech world, for example, the best programmers are up to 28 times more productive than the worst and up to 10 times better than average performers. But nowhere can these differences be quantified more readily than in the world of sales professionals. In a sales organization the difference between great and good is the difference between market-leading revenue generation and slow growth.

This learning track examines the strategic talent elements of building and maintaining a World Class Sales Organization. This track aims at understanding how the best sales organizations are designed to mobilize and deploy talent to align with their strategic goals. We look at the drivers, some obvious and some not, that motivate and engage sales talent. Finally, the 'Building a World Class Sales Organization' track examines the compensation and retention strategies necessary to attract and keep a great team together once it has been built.