Insight Beats Gut Feel
A Good CV or “Industry Experience” Is Not Enough
TYPICAL SALES TEAM COMPOSITION
DEVELOPING YOUR TEAM
SUPERSTARS – wind them up and point them in the direction you want them to go … no target is too big for them, they thrive on the challenge and live for the conquest … a rare breed
CORE – the majority in every successful team, they are vauable cogs who consistently deliver at least 80% of their target without too much fuss … keep supporting them
LAGGARDS – every team has laggards, it’s the nature of sales … your goal has to be to reduce laggards to a minimum, or not have any at all … if laggards can be moved to core then your revenues will increase dramatically … typically, laggards are people who are placed in roles that don’t come naturally to them
Benchmark Your Team
Use Selling Profile to understand your existing team’s characteristics and traits and how they match up to performance … use this information to build the desired profiles for your roles
Once you have an understanding as to what your desired profile looks like for each role, use this to improved your new hire accuracy
Assess candidates before you meet them, stop wasting time on profiles that don’t match your criteria … reduce your risk of hiring failure
Success Through Insight and Understanding
Imagine having these insights at your fingertips, instantly
We were given a tough assignment to hire 32 new technical Salespeople for an engineering client. We held an all-day workshop event where all candidates were profiled and their reports were with us immediately.
This helped us to literally narrow the field that day, and then conduct final interviews in the following days. We successfully place the new hires within the client’s prescribed target timeframe, a very satisfying achievement.
I used Selling Profile for a specific project to hire candidates that matched a specific profiles that we felt would fit our retail store environment.
We successfully implemented our profiling strategy working closely with our Head of HR, focusing on characteristics we felt would be of value for branch managers and salespeople. We also applied it to our field sales team to gain better insight into their characteristics. Invaluable and very accurate insights.