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The JPE Blueprint™ helps you map out the trends of your most successful people. At a glance you can identify the behavior, cultural fit, aptitude of your most successful people based their ...

The JPE Blueprint™ helps you map out the trends of your most successful people. At a glance you can identify the behavior, cultural fit, aptitude of your most successful people based their performance against targets.

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Jpe Blueprint Presentation 2012   Slideshare V1 Jpe Blueprint Presentation 2012 Slideshare V1 Presentation Transcript

  • JPE Blueprint™ Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Use the JPE Blueprint™ for… Succession Re-aligning Identifying Hiring Evaluating Planning Sales Team Skills Gaps Map Out The Trends Of Your Most Successful People • Learn How To Mirror Your Top Performers • Increase Performance • Replicate Success • Reduce Attrition • Improve Morale • Inject Attitude Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Where is Your Pain? Which Area Will Have the Biggest Impact on Your Business? Reduce Increase Attrition Performance Improve Morale Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Where is Your Pain? Which Area Will Have the Biggest Impact on Your Business? Reduce Revenue Costs Gain Reduce Increase Attrition Performance Improve Morale Increase Productivity Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • JPE Recruitment Blueprint™ Map out the trends of your most successful people • The Recruitment Blueprint™ helps you map out the trends of your most successful people. At a glance you can identify the behavior, cultural fit, aptitude of your most successful people based their performance against targets of KPI’s, order cycle and order values (or however you measure the performance of your team). • You can quickly evaluate the people that fit culturally and perform well in their particular roles based on the information in The Recruitment Blueprint™. This enables you to quickly identify skills gaps and training needs at a glance. You can then create an action plan and set deadlines and record the results while you continuously build a knowledge base of how to build the dream team. • Once you have worked with The Recruitment Blueprint™ over a period of time it allows you to build a knowledge base that enables you to create a successful hiring, training and development process that you can replicate on demand. Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • JPE Recruitment Blueprint™ At a glance you can • Identify the behavior, cultural fit, aptitude of your top, middle & bottom performers • Evaluate the people that fit culturally and perform the well in their roles • Identify skills gaps and training needs at a glance • Build a knowledge base that enables you to create a successful hiring, training and development process that you can replicate on demand • Create action plans and set deadlines and record the results while you continuously build a knowledge base of how to build the dream team • Map out the trends of your most successful people Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • JPE Recruitment Blueprint™ Overview of their behavioural profile Action required type Training received Deadline Actual behavioural profile type Aptitude test score which tests Training required ability to think quickly Performance against Deadline targets Ideal behavioural profile type Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • JPE Blueprint™ Identify the psychometric profiles of your sales team Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make ItIt Happen! Make Happen!©John Paul Executive Recruitment Limited
  • Map Out the Trends of Your People Top Sales People Middle Sales People Bottom Sales People Build a knowledge base that enables you to create a successful hiring, training and development process that you can replicate on demand Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Map Behavioural Traits to Skills Set New Business •Number New Accounts •Value Of New Accounts •Average Deal Size •Average Order Cycle At a glance identify Account behavioral traits Manager • Who can close business quickly •Value of Cross Sell • Who is best to secure •Value of Upsell large deals •Average Account Value • Who can maximise account penetration Provides Gap analysis Sales Engineer • Training • People •RFI’s into Orders •POC’s Converted Create an action plans and set deadlines and record the results while you continuously build a knowledge base of how to build the dream team. Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Identify Hotspots – Low Morale Employee 1 •Becoming more accommodating •Becoming more analytical •Becoming more relaxed •More patient and possibly in an attempt to avoid error •In pieces confidence is destroyed Possible Low Morale Employee 2 •More account driven •More social •More driven •More complying •Low morale – head down and digging way out •Possible personality clash Employee 3 •Emotional event (good or bad) in private life which is causing intensiveness and inconsistency •May appear lazy and not good under pressure (score over 70) •Good be causing grief as everything has to be in order •Low morale at work •Making such a lot of significant changes its difficult to judge The McQuaig System™ - Comparison of McQuaig Word Surveys® to each other Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Identify Hotspots – Personality Clash Employee 4 •Specialist – Urgent co-operator •Making changes •More competitive •More analytical •More driven •More complying •Pressure seems to be on •Major conflict or clash of personalities Personality Clash Employee 5 •Balanced person •In transition in the real (persona; life) Emotional event •Situational shows an urgent co-operator • Very pleasant •Possible personality clash with boss •Balanced personality and is difficult to judge due to transition Employee 6 •Less competitive •Becoming more social •More driving and more independent •Hint of a personality clash with boss or someone at work The McQuaig System™ - Comparison of McQuaig Word Surveys® to each other Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Visability Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • JPE Blueprint™ Overview Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Recruitment Blueprint™ Overview Test Score 35/50 Employee Name Action Required Training Received Yes Generalist Pipeline • Increase Av Order Value Do So Re Co Do So Re Co Performance Against Target 120% 78 63 16 11 78 63 16 11 Appointments 40 Month Do So Re Co Do So Re Co 90 Pipeline $3,000,000 70 • Average Order Value $120,000 Training Required 60 • Pipeline Closed (No. Deals) 30% 50 Pipeline • Increase number of deals closed 42 • Pipeline Closed (£/$ Value) 50% 30 Sales Revenue $2,000,000 20 10 • New Business $150,000 0 • Existing Accounts $90,000 Ac An Dr In Ac An Dr In Average Order Values $140,000 Main Strength Competing Account Values $500,000 Main Developmental Area Collaborating with others Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Attitude Skill Knowledge Employee Name Trait Attitude Skill Knowledge 1 Energy 1 0 0 2 Drive 1 0 0 3 Tennacity 1 0 0 4 Contacts 0 0 1 5 Passionate about success 1 0 0 6 Incredibly curious - eager to learn 1 0 0 7 Act immediately 0 1 0 8 Never quit 1 0 0 9 Relentless in their quest for success 1 0 0 10 Target focussed 1 0 0 Attitude Skill Knowledge Identify what makes your top people 10% 10% 80% Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Evaluate Sales Team • Profile top, middle and bottom performers • Profile people who have left during 3-12 month’s • Identify trends in profiles • Evaluate profiles of people in the target zone • Present management guidelines Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Eliminate Unsuccessful Areas Raise the average performance of your sales team • Qualify out people who do not meet the benchmark • Build a knowledge base of trends of unsuccessful people – stop hiring them • Outsource exit interviews – continue to build knowledge base • Educate recruitment agencies, management and trainers of knowledge base Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Replicate The Success • Create benchmarking system for new people • Employ people who mirror your top people • Stop hiring people who mirror your bottom performers • Build a knowledge base of successful people • Create system to ensure that all new people are tracked from source • Profile your team and identify hotspots (Low morale – Personality clash) • Ensure managers are made aware of hotspots • Profile all people prior to 1st interview • Aptitude test all people prior to 1st interview • Continue to build knowledge base of successful people • Include behaviors required in your job adverts • Measure behaviors before inviting in for interview • Educate recruitment agencies, management and trainers of knowledge base Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Increase average performance 2 Questions 1. How do you increase the average performance level of your sales team? Each new person you hire has potential • potential to achieve above average performance • potential to achieve average performance • potential to achieve below average performance The JPE Blueprint™ allows you to identify, hire and develop people who mirror people in these zones. It is up to you to choose who you replicate in your next hire … If you stop hiring people who mirror your bottom performers you will automatically raise the average performance level of your team. This simple method automatically increases the average performance level of the whole team. 2. What impact will this have on your business? Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Increase average performance A small increase in the average performance levels of your team can have a major impact on the overall performance of your sales team. • The table below demonstrates in increase of £750,000 for a sales team of 10 • Stop hiring people who mirror your bottom performers • The Difference Between Being Under Target or On Target • Start with your next hire This example shows a team of ten sales people each with a £1,000,000 target Individual Team Sales People Target Performance Target Revenue Generated % Target Top Performers 2 £ 1,000,000 £ 1,200,000 £ 2,000,000 £2,400,000 120% Middle Performers 5 £ 1,000,000 £ 950,000 £ 5,000,000 £4,750,000 95% Bottom Performers 3 £ 1,000,000 £ 700,000 £ 3,000,000 £2,100,000 70% Total Sales People 10 £ 10,000,000 £9,250,000 93% Average Performance Level of Team £925,000 This example shows what can be achieved just by increasing the performance levels of your bottom performers Individual Team Sales People Target Performance Target Revenue Generated % Target Top Performers 2 £ 1,000,000 £ 1,200,000 £ 2,000,000 £2,400,000 120% Middle Performers 8 £ 1,000,000 £ 950,000 £ 8,000,000 £7,600,000 95% Bottom Performers 0 Total Sales People 10 £ 10,000,000 £10,000,000 100% Average Performance Level of Team £975,000 Total Sales Revenue Increase £750,000 8% Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Where is Your Pain? Which Area Will Have the Biggest Impact on Your Business? Reduce Increase Attrition Performance Improve Morale List each area in order of which will have the biggest impact Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Where is Your Pain? Which Area Will Have the Biggest Impact on Your Business? Increase Performance Reduce Increase Reduce Attrition Performance Improve Attrition Morale Improve Reduce Morale Attrition Improve Morale Increase Performance Take action and contact JPE now… Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited
  • Acquisition Psychometrics McQuaig System™ Recruitment & Development Blueprint™ Accreditations Attrition Contact John Paul Tointon jpt@johnpaul.co.uk www.johnpaul.co.uk 0118 965 3884 John Paul Executive Recruitment Limited Solutions that solve the problem... ...rather than just treating the symptom Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!©John Paul Executive Recruitment Limited