Accelerating sales performance : Building high performing sales teams to deliver tangible business results

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Right Management’s business …

Right Management’s business
driven, evidence-based approach
to identify, assess and develop
high performing sales talent can
help you accelerate the
performance of your sales team
and create a high performing
sales organization.

More in: Business
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  • 1. Accelerating Sales Performance through People Building high performing sales teams to deliver tangible business results by adopting a holistic talent management approach Today’s complex and highly competitive business environment with increasing customer sophistication, shorter product lifecycles, longer sales cycles, and the need for integrated solutions is making the job of a sales person very challenging. CEOs and Business Leaders want accelerated top-line growth and better contribution from their sales people. Customers want the sales people to provide long-term measurable value and become their trusted business partners. For companies to be able to sustain competitive advantage, the ability to hire and develop high quality sales talent is now more critical than ever before. Right Management’s business driven, evidence-based approach to identify, assess and develop high performing sales talent can help you accelerate the performance of your sales team and create a high performing sales organization. We work with clients to address key questions on sales talent for sustainable business growth. Our Approach Sales Talent Audit & Creation of Effective Sales Profiles Measurement of the Increased Sales Effectiveness 1 4 What is the sales talent available for succession management planning ? Does your organization have the right mix of sales tal ent to achieve the compan y’s growth targets in today’ s competitive market pla ce? What is the Sales Succe ss Profile for your organization? What is your success rat e in hiring and retaining hig h performing sales talent for different sales roles wit hin the organization? How can the organizatio n harness the potential of the sales force to achieve you r long term business goals of increasing revenue, ma rket share and margins? Evidence Based Approach Accelerating Excellence Development and Retention of High Performing Sales Talent 3 Identification Systems for High Performing Sales Talent (Hiring / Development) 2 Business Driven Results Focused Holistic Evidence Based
  • 2. Sales Talent Audit & Creation of Effective Sales Profiles Validated Competency Model for each Sales and Sales Management role Individual/team/organization-wide Sales Talent Audit report(s) powered by Chally, the world leader in Sales potential assessments Hiring & Selection Systems for High Performing Sales Talent Ideal success profile for Sales and Sales Management roles Evidence-based selection processes and tools Development and Retention of High Performing Sales Talent Success profiles integrated with the Performance Management System Identification of Potential Management Candidates Development of Sales Leaders Creation of Sales Mentorship Programs Improvement of Sales Leaders Coaching Skills Measurement of the Sales Organization Increased Effectiveness Data analytics to determine ROI and sales performance measures Situation Solution Impact Assessments for Corporate Account Sales Executives This global technology company needed to grow corporate account sales and technology “share of wallet” and become a trusted business partner to customers at the c-suite level Reviewed existing competency profiles and enhanced them to clearly identify most critical competencies linked to desired business outcomes Designed and validated an “evidence-based” pre-hire assessment process that included three core components: - An easy to use, structured interview guide to gain evidence of past results & successes - A validated work style assessment to gain insights into drive, style and preferences - A custom business case simulation to observe critical competencies and skills The pre-hire assessment was delivered globally online, with virtual role play simulation Individual reports provided to hiring managers with overall results, competency success profiles, and tips for developing competencies to use during on-boarding Group reports available in “real time” to provide dashboard view of the program Account performance of new hires tracked to demonstrate business impact and ROI Results indicated a 12% improvement in the selection of Top Performers using the assessment. The proportion of Top Performers therefore increased to 52% from 40% with the assessment Across 50 new hires, six more Top Performers were identified than would have been otherwise, resulting in an additional $15M in annual revenue Results of a similar assessment process used with current sales executives showed a 10% improvement in account performance and a 14% improvement in spotting top sales executive talent ROI was 120 times over the cost of the assessment About Right Management Right Management is the global leader in talent and career management workforce solutions. As the workforce consulting experts within ManpowerGroup, the firm designs and delivers solutions to align talent strategy with business strategy. Expertise spans Talent Assessment, Leader Development, Organizational Effectiveness, Employee Engagement, and Workforce Transition and Outplacement. With offices in over 50 countries, Right Management partners with companies of all sizes–including more than 80% of the Fortune 500–to help grow and engage their talent, increase productivity and optimize business performance. FOR FURTHER INFORMATION Call +91.124.4536900 email: rightwired.india@right.com www.right.com Case Study