Adding Value to Your Business
Finding high quality sales performers is a difficult task, and there has been a real shake out with regard to the availability of top salespeople. Larger numbers of candidates are applying for sales roles, and you have to be quick to nail down the good ones as companies seek to build better quality sales teams.
Companies are aware that they can't afford to carry laggards in their teams as it take a lot of time and energy to resolve failure. Salespeople fail when they aren't placed in the roles that suit them best, meaning they won't be aligned to their sales goals and they then evolve into struggling (and in most cases negative) laggards.
A company can't risk getting its sales hires wrong, as not only does it negatively impact on revenue performance, it also affects the company's brand and it's sales team. Clients begin to lose faith in your business with every incorrect salesperson you employ that engages with them, and it hinders your ability to build customer loyalty and profitable long-term relationships.
With the Selling Profile in your strategy toolbox, you will be able to better evaluate a candidate even before you progress to the interview stage, saving you valuable time and money. When you put forward your final shortlist, the Candidate CVs will include each person's Selling Profile, helping you to gain a unique insight into the people being considered. This invaluable salesperson insight builds trust and confidence in your screening approach, helping your sales recruitment process to be even more accurate.
Selling Profile can also help you to evaluate your existing salespeople and help you to gain an understanding as to how they prefer to work and how they prefer to be managed. Again, invaluable insights that will help you to shape your sales team for long-term success.
It is widely accepted that slow performers will cost companies a lot of money, and also cause negativity and conflict. You cannot afford to get your sales recruitment wrong, and companies are starting to focus on ensuring they have the correct people in the correct roles in their sales teams rather than hiring just for the sake of trying to increase revenues. This is particularly important for New Business roles, where you need dynamic, driven people.
The Selling Profile will show you, for example, if a candidate is a driven, new business focused salesperson, or better suited to managing existing accounts. You will be able to match people to different roles, including if they are able to work in a commission-only role or if they prefer a higher basic salary with a lower commission.
Furthermore, the Selling Profile will help you to understand if they are better at selling products, or if they are at ease in a more technical, complex sales environment. You will also see if they prefer to work in a customer support role rather than a dedicated sales role.
"Selling Profile helped us to very quickly identify and place 12 new salespeople, out of a pool of 32 what seemed to be excellent CVs, for a client who required a highly-skilled sales team specialising in selling engineering based solutions. We had to work to a very tight deadline, and the insights gained definitely helped us to identify the correct candidates very quickly and successfully deliver against our brief."
Phil Shipperlee - Managing Director - Performative Sales Training