The Advanced Selling Podcast Build Your Virtual Bench
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Jul 30, 2025 Discover the strategy of maintaining a 'virtual bench' of top sales talent to avoid the scramble of hiring when a team member leaves. Learn how proactive relationship-building can give you a competitive edge. Bryan emphasizes the importance of keeping potential candidates warm with regular touchpoints. This approach ensures you’re always prepared for unexpected team changes, making sure you have the right people ready to step in at a moment's notice.
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Create a Virtual Bench
- Build and maintain a "virtual bench" of talented people you'd want on your sales team.
- Engage with each person at least once a year to keep relationships active and ready if openings arise.
Stop Reactive Hiring
- Waiting until an employee resigns makes filling the vacancy reactive and inefficient.
- Proactive talent relationship building limits scrambling and hiring low-fit candidates.
Maintain Regular Contact
- Regularly interact with people on your virtual bench to avoid awkwardness when reaching out.
- This keeps connections fresh so you can quickly fill team gaps with top talent.