www.americasmostproductive.com© 2010 Profiles International, Inc. All rights reserved.
2010 America’s Most Productive Companies Large Sales Force Analysis from Profiles International. Copyright 2010 by Profile...
Introduction to our Large Sales Force Analysis The Scope                                                  Profiles Researc...
Large Sales Force Analysis: Industry Groupings                                        Business Services           Insuranc...
Large Sales Force Analysis: List of Companieswww.americasmostproductive.com© 2010 Profiles International, Inc. All rights ...
Business Services                                            Consumer Products                  Chemicals                 ...
2010 America’s Most Productive Companies—Large Sales Force Analysis              Industry: Business Services              ...
2010 America’s Most Productive Companies—Large Sales Force Analysis                Industry: Chemicals                    ...
2010 America’s Most Productive Companies—Large Sales Force Analysis              Industry: Consumer Products              ...
2010 America’s Most Productive Companies—Large Sales Force Analysis              Industry: Electronics Manufacturing      ...
2010 America’s Most Productive Companies—Large Sales Force Analysis              Industry: Financial Services             ...
2010 America’s Most Productive Companies—Large Sales Force Analysis              Industry: Industrial Manufacturing       ...
2010 America’s Most Productive Companies—Large Sales Force Analysis              Industry: Insurance                      ...
2010 America’s Most Productive Companies—Large Sales Force Analysis               Industry: Media                         ...
2010 America’s Most Productive Companies—Large Sales Force Analysis             Industry: Medical Devices                 ...
2010 America’s Most Productive Companies—Large Sales Force Analysis            Industry: Pharmaceutical            Revenue...
2010 America’s Most Productive Companies—Large Sales Force Analysis             Industry: Software                        ...
2010 America’s Most Productive Companies—Large Sales Force Analysis             Industry: Telecommunications Services     ...
2010 America’s Most Productive Companies—Large Sales Force Analysis             Industry: Transportation                  ...
2010 America’s Most Productive Companies—Large Sales Force Analysis    Profiles International, Inc.Who We Are             ...
Overview of Findings:                                                           America’s Most Productive Companies Large ...
America’s Most Productive Companies—Large Sales Force Analysis  1. Extreme customer and market focus Top Reasons Sales Clo...
America’s Most Productive Companies—Large Sales Force Analysis 2. Alignment of products, services, and solutions with cust...
America’s Most Productive Companies—Large Sales Force Analysis 3. Alignment of resources to build customer loyalty        ...
America’s Most Productive Companies—Large Sales Force Analysis 4. Alignment of sales process with customers’ buying proces...
America’s Most Productive Companies—Large Sales Force Analysis5. Alignment of sales roles and capabilities with customers’...
America’s Most Productive Companies—Large Sales Force Analysis 6. Alignment of time utilization and territories with marke...
Summary of Lessons Learned:                                                 Six Key Differentiators of Excellence         ...
America’s Most Productive Companies—Large Sales Force AnalysisHow We Do It: Overview of our assessments and solutions     ...
America’s Most Productive Companies—Large Sales Force AnalysisHow We Do It: Assessment and solution descriptions          ...
America’s Most Productive Companies—Large Sales Force AnalysisHow We Do It: Assessment and solution descriptions          ...
America’s Most Productive Companies—Large Sales Force AnalysisHow We Do It: Assessment and solution descriptions          ...
America’s Most Productive Companies—Large Sales Force AnalysisHow We Do It: Assessment and solution descriptions          ...
America’s Most Productive Companies—Large Sales Force AnalysisHow We Do It: Assessment and solution descriptions          ...
America’s Most Productive Companies—Large Sales Force AnalysisHow We Do It: Assessment and solution descriptions          ...
2010 America’s Most Productive Companies—Large Sales Force Analysis    Profiles International, Inc.Who We Are             ...
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Americas Most Productive Companies 2010 Large Sales Force Analysis

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Americas Most Productive Companies 2010 Large Sales Force Analysis

  1. 1. www.americasmostproductive.com© 2010 Profiles International, Inc. All rights reserved.
  2. 2. 2010 America’s Most Productive Companies Large Sales Force Analysis from Profiles International. Copyright 2010 by Profiles International.All rights reserved. No part of the report may be reproduced in any form or by any electronic or mechanical means including informationstorage and retrieval systems without written permission from the publisher.Printed and bound in the United States of America.PublisherProfiles Research InstituteDario Priolo, Managing Director5205 Lake Shore DriveWaco, Texas 76710-1732Profiles International(800) 960-9612www.profilesinternational.comwww.americasmostproductive.comAcknowledgementsPresident, Co-founder, Profiles International: Bud HaneyEditor-in-Chief: Dario PrioloManaging Editor: Carrie D. MartinezAssistant Editor and Research Associate: Christine GalliaAssistant Editor: Jeffrey MeyersCreative Director: Kelley TaylorCreative Assistants: Kristen Fletcher and Colton CanavaWebmaster: David HanasWeb Specialists: Marlana Thurmanwww.americasmostproductive.com AMPC Large Sales Force Analysis | 2© 2010 Profiles International, Inc. All rights reserved.
  3. 3. Introduction to our Large Sales Force Analysis The Scope Profiles Research Institute initiated this study to better understand the factors that drive sales force productivity in large organizations. 235 Companies In economics, “productivity” is a measure of output per unit of input. However, productivity alone is not a sufficient gauge of sales force effectiveness since it ignores 1 million Sales People pricing and margins. A sales force that discounts price to the point of eliminating profitability may win business, but this approach is not sustainable even in the short-term. 13 Industries For purposes of this study, we sought to account for both revenue growth and revenue profitability, which we defined as operating income generated for each dollar of revenue generated. These calculations required us to analyze financial data from over 230 publicly traded companies with at least 500 sales people that we then organized into 13 different The Analytical Model industry groups. We then plotted these companies among their peers to identify the best in class,Revenue Growth questionable, and laggards within each industry group. We took a closer look at the best- in-class companies to identify common practices that enable them to out-perform their Best-in-Class peers. By understanding these practices, we hope to educate ourselves and our clients about the practices that can help them run more efficiently and become more competitive in the marketplace. Operating MarginLaggards This report presents our findings in two sections: 1. Comprehensive analysis of over 230 companies in 13 industry groups to identify the best in class, questionables, and laggards. 2. A synthesis and discussion of the top factors that drive sales force productivity. www.americasmostproductive.com AMPC Large Sales Force Analysis | 3 © 2010 Profiles International, Inc. All rights reserved.
  4. 4. Large Sales Force Analysis: Industry Groupings Business Services Insurance Chemicals Media Consumer Products Medical Devices Electronics Manufacturing Pharmaceuticals Financial Services Software Industrial Manufacturing Telecommunication Services Transportationwww.americasmostproductive.com AMPC Large Sales Force Analysis | 4© 2010 Profiles International, Inc. All rights reserved.
  5. 5. Large Sales Force Analysis: List of Companieswww.americasmostproductive.com© 2010 Profiles International, Inc. All rights reserved. AMPC Large Sales Force Analysis | 5
  6. 6. Business Services Consumer Products Chemicals Insurance Medical DevicesElectronics Manufacturing PharmaceuticalIndustrial ManufacturingFinancial Services Media Software Telecommunications Services Transportation www.americasmostproductive.com ©2010 Profiles International, Inc. All rights reserved. AMPC Large Sales Force Analysis | 6
  7. 7. 2010 America’s Most Productive Companies—Large Sales Force Analysis Industry: Business Services Revenue Growth RRD NSIT IM CGX 10% Best in Class OMX - Iron Mountain Incorporated OMC - Sykes Enterprises Incorporated UIS - UniFirst Corporation WM PBI ITOperating Margin KFRC DLX -10% -5% 0% 5% 10% 15% 20% 25% TECD IBM STEI -5% CTAS EFX USTR PAYX ABM DNB IRM UNF CVG SYKE Circle Diameter Represents Relative Sales Force Size HPY -20% APAC www.americasmostproductive.com AMPC Large Sales Force Analysis | 7 © 2010 Profiles International, Inc. All rights reserved.
  8. 8. 2010 America’s Most Productive Companies—Large Sales Force Analysis Industry: Chemicals Revenue Growth 10% 5% Best in Class - Ecolab 0% DD -10% -5% 0% 5% 10% 15% NLC ARG -5% ASHOperating Margin APD -10% PPG SHW VAL -15% POL DOW -20% ECL -25% Circle Diameter Represents -30% Relative Sales Force Size www.americasmostproductive.com AMPC Large Sales Force Analysis | 8 © 2010 Profiles International, Inc. All rights reserved.
  9. 9. 2010 America’s Most Productive Companies—Large Sales Force Analysis Industry: Consumer Products 10% Revenue Growth NWL AOS Best in Class DELL - Altria Group, Inc. - National Beverage Corp. SEE 5% DF WH R GPCOperating Margin STZ 0% -5% 0% 5% 10% 15% 20% 25% PTV CAG REV -5% PVH HRL HPQ -10% KO JNJ K AYI -15% Circle Diameter Represents Relative Sales Force Size www.americasmostproductive.com AMPC Large Sales Force Analysis | 9 © 2010 Profiles International, Inc. All rights reserved.
  10. 10. 2010 America’s Most Productive Companies—Large Sales Force Analysis Industry: Electronics Manufacturing Revenue Growth 10% Best in Class - QUALCOMM Incorporated 5% 0%Operating Margin -5% 0% 5% 10% 15% 20% 25% 30% 35% XIDE TXN -5% SWK ARW INTC -10% EMC WAT QCOM -15% -20% Circle Diameter Represents Relative Sales Force Size -25% www.americasmostproductive.com AMPC Large Sales Force Analysis | 10 © 2010 Profiles International, Inc. All rights reserved.
  11. 11. 2010 America’s Most Productive Companies—Large Sales Force Analysis Industry: Financial Services Revenue Growth 40% Best in Class - Bank of America - Fifth Third Bancorp LM - JPMorgan Chase & Co. 30% - Piper Jaffray Companies SCHW AXP AMTD 20% SWS FMER COF 10% KEY HRBOperating Margin GS 0% USB -5% 5% 15% 25% FCNCA ERIE -10% AMP FITB JPM BAC -20% PJC Circle Diameter Represents -30% Relative Sales Force Size www.americasmostproductive.com AMPC Large Sales Force Analysis | 11 © 2010 Profiles International, Inc. All rights reserved.
  12. 12. 2010 America’s Most Productive Companies—Large Sales Force Analysis Industry: Industrial Manufacturing Revenue Growth RYL 5% PRST Best in Class LEA - Northrop Grumman Corporation URI RRR 0% TXT JCI -5% 0% 5% 10% 15% BOperating Margin TECUA ROK -5% ETN TRW LAWS TEN AIN -10% AXE DE OC FAST SPW -15% GT HON SNA TNC GE -20% WPP ITW ADM UTX GWW -25% MWV IP KMT Circle Diameter Represents PH Relative Sales Force Size AIT -30% NOC www.americasmostproductive.com AMPC Large Sales Force Analysis | 12 © 2010 Profiles International, Inc. All rights reserved.
  13. 13. 2010 America’s Most Productive Companies—Large Sales Force Analysis Industry: Insurance Revenue Growth PFG SIGI 35% CI TMK CB HGIC 25% AON Best in Class AFG TRV - AFLAC CINF - Mercury General Corporation CNO 15% -The Progressive Corporation BRK.A - Protective Life Corporation THG UAM L 5% HUMOperating Margin UTR UNH CNA -5% 0% 5% 10% 15% 20% EMCI -5% ALL STC AFL HMN -15% AET PGR ANAT PL MCY -25% Circle Diameter Represents FNF Relative Sales Force Size www.americasmostproductive.com AMPC Large Sales Force Analysis | 13 © 2010 Profiles International, Inc. All rights reserved.
  14. 14. 2010 America’s Most Productive Companies—Large Sales Force Analysis Industry: Media Revenue Growth 15% Best in Class - Comcast Corporation - Google 5% CMCSA VIA HHS -10% -5% 0% 5% 10% 15% 20% 25% 30% 35% ACXM GOOGOperating Margin -5% GCI LAMR DIS -15% Circle Diameter Represents -25% Relative Sales Force Size www.americasmostproductive.com AMPC Large Sales Force Analysis | 14 © 2010 Profiles International, Inc. All rights reserved.
  15. 15. 2010 America’s Most Productive Companies—Large Sales Force Analysis Industry: Medical Devices Revenue Growth 15% Best in Class - Medtronic, Inc. - St. Jude Medical, Inc. 10% XRAY STJ 5% MMM BSX SYK 0% PLL -20% -15% -10% -5% 0% 5% 10% 15% 20% 25% 30% STEOperating Margin ZMH MDT -5% BEC TMO -10% Circle Diameter Represents Relative Sales Force Size -15% www.americasmostproductive.com AMPC Large Sales Force Analysis | 15 © 2010 Profiles International, Inc. All rights reserved.
  16. 16. 2010 America’s Most Productive Companies—Large Sales Force Analysis Industry: Pharmaceutical Revenue Growth 20% CAH MYL 15% Best in Class ABC - Forest Laboratories, Inc. HSIC - Perrigo Company AGN 10% PFE ABT PSSI 5% BIIB FRXOperating Margin LLY 0% WPI -5% 0% 5% 10% 15% 20% 25% PRGO KG -5% Circle Diameter Represents Relative Sales Force Sizewww.americasmostproductive.com AMPC Large Sales Force Analysis | 16© 2010 Profiles International, Inc. All rights reserved.
  17. 17. 2010 America’s Most Productive Companies—Large Sales Force Analysis Industry: Software Revenue Growth 40% Best in Class - Cisco Systems, Inc. - Oracle Corporation QADI 30% - Western Digital Corporation CPWR XRX NCR 20% PMTC PRGS MCRS 10% SNPS CAOperating Margin BMC 0% MSTR -10% -5% 0% 5% 10% 15% 20% 25% 30% 35% 40% MSFT VRSN -10% INTU CSCO ORCL -20% NTAP WDC Circle Diameter Represents -30% Relative Sales Force Size www.americasmostproductive.com AMPC Large Sales Force Analysis | 17 © 2010 Profiles International, Inc. All rights reserved.
  18. 18. 2010 America’s Most Productive Companies—Large Sales Force Analysis Industry: Telecommunications Services Revenue Growth 15% Best in Class - Verizon Communications 10% LVLT TLAB SATS 5%Operating Margin PLCM S IDT 0% Q -20% -15% -10% -5% 0% 5% 10% 15% 20% 25% VCI PGI T -5% USM PAET VZ -10% -15% Circle Diameter Represents Relative Sales Force Size www.americasmostproductive.com AMPC Large Sales Force Analysis | 18 © 2010 Profiles International, Inc. All rights reserved.
  19. 19. 2010 America’s Most Productive Companies—Large Sales Force Analysis Industry: Transportation 5% Revenue Growth Best in Class - ABF Freight System - FedEx LSTR 0%Operating Margin -10% -5% 0% 5% 10% 15% UNP -5% ABFS LCC -10% UPS -15% CHRW ALK -20% LUV -25% JBLU FDX -30% Circle Diameter Represents Relative Sales Force Size www.americasmostproductive.com AMPC Large Sales Force Analysis | 19 © 2010 Profiles International, Inc. All rights reserved.
  20. 20. 2010 America’s Most Productive Companies—Large Sales Force Analysis Profiles International, Inc.Who We Are Contact UsProfiles International helps organizations worldwide Contact us for a complimentary, risk-free offer tocreate high-performing workforces. study up to five of your employees.Through our comprehensive employment assessments Companies who work with us gain a competitiveand innovative talent management solutions, our clients advantage by understanding their people at the deepestgain a competitive advantage by selecting the right levels; how they think, their natural tendencies, behaviorspeople and managing them to their full potential. and preferences, and attitudes toward key workplace issues. We are highly confident that your organization willProfiles can help you ensure that you have the right find this free study offer to be of great value.people in the right jobs to achieve your objectives. Call us today!Where We Are (800) 960-9612Profiles serves 122 countries around the globe and hasmaterial in 32 languages. Check us out at: www.profilesinternational.com www.americasmostproductive.comwww.americasmostproductive.com AMPC Large Sales Force Analysis | 20© 2010 Profiles International, Inc. All rights reserved.
  21. 21. Overview of Findings: America’s Most Productive Companies Large Sales Force Analysis After compiling and analyzing the data to identify Best-in-Class sales organizations, we conducted follow-up research on a number of these companies. This consisted of online literature review and interviews with select executives. Our research helped us identify a number of best practices that we believe explain outstanding sales force productivity. These six Key Differentiators of Excellence are listed below: 1. Extreme customer and market focus 2. Alignment of products, services, and solutions with customers’ high-priority needs 3. Alignment of resources to build customer loyalty 4. Alignment of sales process with customers’ buying processes 5. Alignment of sales roles and capabilities with customers’ buying processes 6. Alignment of time utilization and territories with market potential This report expounds upon each of these six key differentiators of excellence and offers insight and best practice recommendations for increased sales force effectiveness.www.americasmostproductive.com AMPC Large Sales Force Analysis | 21© 2010 Profiles International, Inc. All rights reserved.
  22. 22. America’s Most Productive Companies—Large Sales Force Analysis 1. Extreme customer and market focus Top Reasons Sales Close Regardless of the economy, successful sales organizations continually invest in learning about their customers’ needs and training to sell to these needs. Sales forces at America’s Most Productive Companies distinguish themselves from peer companies by taking deliberate measures to align their sales organizations and resources to best meet their customers’ needs. For example, these organizations are more likely than their peer companies to: • Use 360-degree feedback and other tools to help sales managers better understand their teams’ internal capabilities and assign the appropriate resources to the right projects • Ask customers and prospects in-depth questions to gain a thorough understanding of their businesses before making sales presentations Nurtured Relationships • Train their salespeople to offer unique solutions to customer problems rather than a one-size- fits-all approach Support/Service after the sale Product Quality These activities help them make larger sales; accelerate the sales cycle; and optimize selling time, activities, and staffing levels. All of this helps drive sales force productivity to higher levels. Branding Referals Our research suggests that America’s Most Productive Companies provide sales training as well as Sales Process product training to their sales teams regardless of the economy. Peer organizations, on the other hand, are more likely to cut back on sales training when the economy is bad. According to a survey Price respondent, “We see a down economy as an opportunity to learn more about our team members Availability and how they can make a unique contribution.” ROIwww.americasmostproductive.com AMPC Large Sales Force Analysis | 22© 2010 Profiles International, Inc. All rights reserved.
  23. 23. America’s Most Productive Companies—Large Sales Force Analysis 2. Alignment of products, services, and solutions with customers’ high-priority needs Really understanding the most pressing needs of the customer and providing solutions “ that satisfy these needs and deliver value is essential to sales success. Sales leaders at America’s Most Productive Companies understand that while extreme “customer focus” is essential, it’s not by any means sufficient. They transcend typical “features and benefits” of the products they sell to grasp what is truly important to the customer. These best-in-class salesIdentify a critical professionals:problem facing your • Know their customers’ priorities, how the products and services they sell help to satisfy theircustomer – one so customers’ needs, and how much value customers place on having their needs metominous that, even • Realize that the more complex and expensive the problem, the more rigorously they will evaluatein a downturn, it will and scrutinize potential solutions – especially B2B buyersfind the money to • Appreciate that needs and priorities change over time, so it is essential to make the connectionaddress it. between their solution and how you can help them not only long-term, but today as well. Harvard Business Review High value doesn’t mean low price. In fact it may command a premium when the benefits are so ” March 2010 significant that price is no longer such a meaningful factor. This pricing power helps bolster sales and profitability, and increases sales force productivity. A survey respondent from one of America’s Most Productive Companies told us that his was the first sales team to take the time to find out about their customers’ top priorities. “We used to be more concerned with our products’ features than with our customers’ needs, but when we turned that upside down, we saw customers respond like never before.” www.americasmostproductive.com AMPC Large Sales Force Analysis | 23 © 2010 Profiles International, Inc. All rights reserved.
  24. 24. America’s Most Productive Companies—Large Sales Force Analysis 3. Alignment of resources to build customer loyalty Don’t just live and breathe your products—live and breathe your customers’ business. Nearly everyone knows that it costs a lot more money to gain a new customer than it does to keep an existing one. Yet, in their day-to-day operations, many sales organizations seem to forget that axiom. Their sales professionals work leads, make cold calls, respond to RFPs, pitch their products and services, and do whatever it takes to make a sale (including discounting). They build customer bases, but they forget what it takes to maintain customer loyalty – and all too often they shoot themselves in the foot. What do America’s Most Productive Companies do to ensure repeat business and customer loyalty? Our survey suggests that they: • Exceed customer expectations by knowing their customers’ businesses better than the competition does, by being proactive in offering solutions that address their customers’ needs, and by communicating with customers in a timely, effective mannerProfiles International’s report, SevenFactors for Building Extreme CustomerLoyalty, goes beyond simply satisfying • Put in place an infrastructure that ensures customer support either through technology or face-to-customers to protecting and growing face interaction; sales forces at America’s Most Productive Companies do a better jobstrategic accounts with: communicating with their customers, knowing their customers’ needs, and proactively addressing them1. Emotional Dependence2. Structural Dependence • Establish and monitor key “loyalty indicators”3. Business Dependence4. Satisfaction America’s Most Productive Companies go beyond basic customer satisfaction. Especially in the B2B5. Performance space, they make their products and services integral parts of how customers run their businesses. For6. Economic Value Proposition example, a survey respondent told us, “We don’t just live and breathe our products – we live and7. Alignment and Fit breathe our customers’ operations. They know that, and they thank us by returning year after year.” www.americasmostproductive.com AMPC Large Sales Force Analysis | 24 © 2010 Profiles International, Inc. All rights reserved.
  25. 25. America’s Most Productive Companies—Large Sales Force Analysis 4. Alignment of sales process with customers’ buying processes Today’s buyers are rigorous and deliberate about their buying decisions. Rather than imposing a one-size-fits-all sales process on hapless prospects, America’s Most Productive Companies sell the way their customers want to buy. In today’s economy, consumers are spending wisely. They believe they have leverage with sellers, and in many cases they do! So they dictate the process and they are rigorous and deliberate about their buying decisions. What’s more, buyers are using social networks to learn about solutions, vendors, and pricing; there is little opportunity to manipulate or glad-hand someone into buying. That’s why America’s Most Productive Companies: • Understand how customers make buying decisions and align their selling process accordingly • Use technology to help the sales team track their progress through the customer’s buying process • Use integrated lead generation and CRM systems to improve revenue predictability • Produce effective reports to give sales managers pipeline visibility so they can hold sales peopleKey Buying Influencers: accountable and also provide better coaching and resources to support qualified opportunities 1. Trust 2. Value Sales organizations at America’s Most Productive Companies understand how customers make buying decisions – and they align their selling processes accordingly. They don’t make simple sales complex and 3. Resources they don’t make complex sales simple. For example, one respondent from a best-in-class company commented, “If a solution has broad impact and requires input from multiple parties to identify the problem, scope a solution, and make a buying decision, that means our team must be prepared for a longer sales cycle and a much more strategic approach to making the sale.” www.americasmostproductive.com AMPC Large Sales Force Analysis | 25 © 2010 Profiles International, Inc. All rights reserved.
  26. 26. America’s Most Productive Companies—Large Sales Force Analysis5. Alignment of sales roles and capabilities with customers’ buying processes Best-in-class organizations get to know their customers’ businesses on a granular level and develop specialized sales roles that align with how customers buy. Aligning the selling process with the customer’s buying process requires specialization of sales roles and capabilities. For example, a successful new business development executive (the classic “hunter”) probably has different skills, interests, and core behaviors than a key account manager (the classic “farmer”), or a sales engineer (the classic “geek”). In our work with some of America’s Most Productive Companies, we find time and time again, that these best-in-class organizations make an effort to get to know their customers’ businesses on a granular level and develop specialized sales roles that align with how customers buy. Survey results suggest that sales forces at America’s Most Productive Companies: • Clearly define the purpose of the sales role and know what makes someone successful in that role • Determine who fits best into each role and then either develop or hire people for each specific job; since cultural issues and other factors can influence who “fits” into an organization, this work is often customized • Pinpoint the skills and developmental needs of individual sales representatives A survey respondent from one of America’s Most Productive Companies told us, “We make sure our reps fit in with the customers they service. We know our people – and we really know our customers.” For most adults, it is easier to acquire new skills than to change core behaviors. That’s why many of America’s Most Productive Companies hire people based on their behaviors – and then train the skills. At these organizations people are passionate and capable.www.americasmostproductive.com AMPC Large Sales Force Analysis | 26© 2010 Profiles International, Inc. All rights reserved.
  27. 27. America’s Most Productive Companies—Large Sales Force Analysis 6. Alignment of time utilization and territories with market potential The only thing constant is change. Last year’s prime territory could be this year’s wasteland. Sales leaders at America’s Most Productive Companies tell us that they don’t shy away from tough decisions such as when to walk away from a deal, when to let go of a territory that lacks market potential, or when to invest in extra resources. No one likes abandoning a customer, but in some cases, especially when demographics and industry trends have changed so much that a certain territory no longer has promise, continuing to service it can be a fool’s errand. America’s Most Productive Companies monitor their sales forces’ time and analyze their territories to ensure that: • There aren’t too many or too few reps assigned • They are up-to-date and ready to act based on demographic trends, business news, zoning issues, and “the local buzz” • They maintain proper focus on the right selling activities, in the right quantities, at the right conversion rates These sales leaders don’t operate in a vacuum. They develop, track, and adjust their “sales formulas” as needed. One survey respondent told us, “The only thing that remains constant around here is change. That’s why we are careful about how we allot our selling time. Last year’s prime territory could be this year’s wasteland. And if that’s the case, I need to know!”www.americasmostproductive.com AMPC Large Sales Force Analysis | 27© 2010 Profiles International, Inc. All rights reserved.
  28. 28. Summary of Lessons Learned: Six Key Differentiators of Excellence of America’s Most Productive Companies 1. Extreme customer and market focus 2. Alignment of products, services, and solutions with customers’ high-priority needs 3. Alignment of resources to build customer loyalty 4. Alignment of sales process with customers’ buying processes 5. Alignment of sales roles and capabilities with customers’ buying processes 6. Alignment of time utilization and territories with market potentialwww.americasmostproductive.com AMPC Large Sales Force Analysis | 28© 2010 Profiles International, Inc. All rights reserved.
  29. 29. America’s Most Productive Companies—Large Sales Force AnalysisHow We Do It: Overview of our assessments and solutions Your Business Objective Our Popular Solutions High-level Strategic Workforce Management Identifying high-potential employees and managers PXT CP360 PSA CSP Strategic workforce and succession planning PXT PPI CP360 PSA CSP Restructuring, reorganizing, and downsizing PXT PPI PMF WES PSA CSP PLP Post-merger integration of organizations PXT PPI PMF WES PSA CSP PLP Everyday Workforce Management Basic pre-employment screening SOS PST Screening, interviewing, and selecting job candidates PXT PST EBC PSA CSP Onboarding new employees PXT PPI PMF Improving employee productivity and work quality PXT PPI WES Improving employee motivation and communication PPI PMF WES Resolving conflict between coworkers PPI Selecting and managing teams PPI Evaluating management effectiveness PXT PPI CP360 WES Prioritizing management development needs CP360 WES Sales and Customer-facing Workforce Management Screening, interviewing, and selecting job candidates PST EBC PSA CSP Retaining and growing customers and accounts PSA CSP PLP Improving sales performance PPI CP360 PMF WES PSA PLP Legend SOS Step One Survey PMF Profiles Managerial Fit PXT ProfileXT WES Workplace Engagement Survey PST Profiles Skills Tests PSA Profiles Sales Assessment EBC Employee Background Checks CSP Customer Service Profile PPI Profiles Performance Indicator PLP Profiles LoyaltyPro CP360 CheckPoint 360www.americasmostproductive.com AMPC Large Sales Force Analysis | 29© 2010 Profiles International, Inc. All rights reserved.
  30. 30. America’s Most Productive Companies—Large Sales Force AnalysisHow We Do It: Assessment and solution descriptions Profiles Sales Assessment™ (PSA) The Profiles Sales Assessment (PSA) measures how well a person fits specific sales jobs in your organization. It is used primarily for selecting, onboarding, and managing sales people and account managers. The “job modeling” feature of the PSA is unique and can be customized by company, sales position, department, manager, geography, or any combination of these factors. This enables you to evaluate an individual relative to the qualities required to perform successfully in a specific sales job in your organization. It also predicts on-the-job performance in seven critical sales behaviors: Prospecting, Call Reluctance, Closing the Sale, Self-starting, Working with a Team, Building and Maintaining Relationships, and Compensation Preference. Customer Service Profile™ (CSP) The Customer Service Profile (CSP) measures how well a person fits specific customer service jobs in your organization. It is used primarily for selecting, onboarding, and managing customer service employees. The CSP also looks at what your current and future employees believe is a high level of customer service, while at the same time showing where they align (or not) with the company’s perspective. We have a general industry version of this assessment as well as vertical specialties in hospitality, healthcare, financial services, and retail.www.americasmostproductive.com AMPC Large Sales Force Analysis | 30© 2010 Profiles International, Inc. All rights reserved.
  31. 31. America’s Most Productive Companies—Large Sales Force AnalysisHow We Do It: Assessment and solution descriptions Step One Survey II® (SOSII) The SOSII is a brief pre-hire assessment that measures an individual’s basic work-related values. It is used primarily as a screening tool early in the candidate selection process. This assessment provides valid insight into an applicant’s work ethic, reliability, integrity, propensity for substance abuse, and attitudes toward theft — including property, data, and time. ProfileXT® (PXT) The PXT assessment measures how well an individual fits specific jobs in your organization. The “job matching” feature of the PXT is unique, and it enables you to evaluate an individual relative to the qualities required to successfully perform in a specific job. It is used throughout the employee life cycle for selection, onboarding, managing, and strategic workforce planning. This assessment reveals consistent, in-depth, objective insight into an individuals thinking and reasoning style, relevant behavioral traits, occupational interests, and match to specific jobs in your organization. It helps your managers interview and select people who have the highest probability of being successful in a role, and provides practical recommendations for coaching them to maximum performance. It also gives your organization consistent language and metrics to support strategic workforce and succession planning, talent management, and reorganization efforts.www.americasmostproductive.com AMPC Large Sales Force Analysis | 31© 2010 Profiles International, Inc. All rights reserved.
  32. 32. America’s Most Productive Companies—Large Sales Force AnalysisHow We Do It: Assessment and solution descriptions Profiles Performance Indicator™ (PPI) The Profiles Performance Indicator (PPI) is a DISC-type assessment that reveals aspects of an individuals personality that could impact their fit with their manager, coworkers and team, and their job performance. It is used primarily for motivating and coaching employees, and resolving post-hire conflict and performance issues. The PPI specifically measures an individuals motivational intensity and behaviors related to productivity, quality of work, initiative, teamwork, problem solving, and adapting to change as well as response to conflict, stress, and frustration. The output from this assessment serves as an “operators manual” for an employee, which helps managers better motivate, coach, and communicate with the employee. It also helps to predict and minimize conflict among coworkers, and it provides crucial information for improving team selection and performance. A powerful feature of the PPI is the Team Analysis Report, designed to help managers form new teams, reduce team conflict, improve team communication, improve their ability to anticipate problems, and enhance their team leadership skills. It helps evaluate overall team balance, strengths, and weaknesses as well as team members’ personality characteristics along 12 key factors: control, composure, social influence, analytical thinking, patience, results orientation, precision, expressiveness, ambition, teamwork, positive expectancy, and quality orientation. It also provides team leaders with practical recommendations and action steps to take in order to succeed in their jobs.www.americasmostproductive.com AMPC Large Sales Force Analysis | 32© 2010 Profiles International, Inc. All rights reserved.
  33. 33. America’s Most Productive Companies—Large Sales Force AnalysisHow We Do It: Assessment and solution descriptions CheckPoint 360°™ The CheckPoint Management System is a 360-degree assessment. It is used primarily to evaluate the effectiveness of your managers and leaders. This assessment combines feedback from direct reports, peers, supervisors, and even customers with a personalized program for developing specific leadership skills based on that feedback. This process highlights a manager’s job performance in eight universal management competencies: communication, leadership, adaptability, relationships, task management, production, development of others, and personal development. The CheckPoint 360 helps managers identify and prioritize their own development opportunities. And it helps the organization to better focus management training and development investments; proactively uncover misaligned priorities between senior executives and front-line managers; and surface management issues that could lead to low employee productivity, morale, job-satisfaction, and increased turnover. Profiles Managerial Fit ™ (PMF) People typically don’t quit their companies, they quit their bosses. Profiles Managerial Fit (PMF) measures critical aspects of compatibility between a manager and their employees. This report offers an in-depth look at one’s approach to learning, as well as six critical dimensions of compatibility with their manager: self-assurance, conformity, optimism, decisiveness, self-reliance, and objectivity. Managers use this information for adapting their styles in order to get the most from each employee; improve communication; increase engagement, satisfaction, and productivity; and reduce employee turnover.www.americasmostproductive.com AMPC Large Sales Force Analysis | 33© 2010 Profiles International, Inc. All rights reserved.
  34. 34. America’s Most Productive Companies—Large Sales Force AnalysisHow We Do It: Assessment and solution descriptions Workplace Engagement Survey (WES) Our Workplace Engagement Survey (WES) measures the degree to which your employees connect with their work and feel committed to the organization and its goals. This gives you and your management team a detailed view of what influences engagement across all of your workforce segments and how your employees compare statistically to the overall working population. In addition, the WES measures “satisfaction with employer” and “satisfaction with manager” across your entire organization, and gives recommendations for your organization to improve. Profiles Skills Tests (PST) Profiles International provides comprehensive assessments to measure essential knowledge and skills. We use powerful technologies, such as performance-based testing, which simulates popular software products like Microsoft Office, to ensure an accurate and reliable assessment of knowledge, skills, and abilities. Our skills assessments cover Software Skills, Clerical Skills, Call Center Skills, Accounting and Finance, Medical, Nursing, Legal, Industrial, Computer Literacy, Retail, Food Services, Information Technology, Staffing, and Human Resources. Employee Background Checks (EBC) Profiles International provides comprehensive employee background checks for our clients. These include Consumer Credit Reports, Criminal History Record, Drivers History Report (DMV), Education Verification, Employment History Verification, Foreign Nationals Terrorist Sanctions Search (OFAC, CLFST & OSFI), Identity Verification Search, Incarceration Records Search, Military Service Verification, Cursory Nationwide Criminal Index Database Search (CNID), and many more.www.americasmostproductive.com AMPC Large Sales Force Analysis | 34© 2010 Profiles International, Inc. All rights reserved.
  35. 35. America’s Most Productive Companies—Large Sales Force AnalysisHow We Do It: Assessment and solution descriptions Profiles Loyalty Pro™ (PLP) Profiles LoyaltyPro™ is a web-based customer loyalty surveying tool. Loyalty, as determined through the “voice of the customer,” is a leading indicator that predicts the “staying power” of an account. Profiles LoyaltyPro offers companies a tool to gather ongoing, critical account intelligence that helps them assess the relationship between the buyer and the supplier, ultimately driving the action plan to improve customer service. Having insight into your customer’s perception of your relationship allows you to steer the strategic business efforts and initiatives of the account management teams to continually improve customer relationships and build a network of loyal customers.www.americasmostproductive.com AMPC Large Sales Force Analysis | 35© 2010 Profiles International, Inc. All rights reserved.
  36. 36. 2010 America’s Most Productive Companies—Large Sales Force Analysis Profiles International, Inc.Who We Are Contact UsProfiles International helps organizations worldwide Contact us for a complimentary, risk-free offer tocreate high-performing workforces. study up to five of your employees.Through our comprehensive employment assessments Companies who work with us gain a competitiveand innovative talent management solutions, our clients advantage by understanding their people at the deepestgain a competitive advantage by selecting the right levels; how they think, their natural tendencies, behaviorspeople and managing them to their full potential. and preferences, and attitudes toward key workplace issues. We are highly confident that your organization willProfiles can help you ensure that you have the right find this free study offer to be of great value.people in the right jobs to achieve your objectives. Call us today!Where We Are (800) 960-9612Profiles serves 122 countries around the globe and hasmaterial in 32 languages. Check us out at: www.profilesinternational.com www.americasmostproductive.comwww.americasmostproductive.com AMPC Large Sales Force Analysis | 36© 2010 Profiles International, Inc. All rights reserved.
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