I have been working in sales for 11 years, 7 years as an outside sales representative in Germany selling technical components and systems to large companies. I’m a Mechanical Engineer, with an M.B.A. in International Marketing. I consider myself smart in some ways but had to realize from various feedback that this is by no means a guarantee for success, especially after relocating to Canada and moving up into a Sales Management position where different skills are required.
I was referred to Marshall by a business associate and have to admit being a little skeptical initially about being coached. After closely working with Marshall and being coached individually as well as spending time in the field with him, meeting clients, I understand how blind one can be without forward thinking. His outside feedback and critic , provided solutions to help me make necessary alterations to my behaviour. Marshall’s very well executed coaching program has exceeded my expectations in all ways. Thank you Marshall!
Christoph Neuscheler, Regional Manager BC & Yukon,
Working with Marshall was a significant and valuable
experience. Our weekly sessions had a powerful influence on me and continue to impact my professional and personal life. Starting with the 16PF personality questionnaire which is used to create the
Elite Performer Selection Report and focusing on the areas specific to my needs, we got right down to business without the need of revisiting much of the typical sales training information that I am already familiar with. Marshall’s keen insight into the behaviours of
buyers and sellers is the most useful education I’ve encountered in years. Thanks Marshall, you’re the greatest!
From 1987-1996, Dr. Ray Metcalfe spearheaded the Toronto-based Elite Performer Study.™
Dr. Metcalfe is a psychologist and psychotherapist who has invested over 25 years specializing in systematically moving high performers up to even higher levels of achievement.
For over twenty years now Dr. Metcalfe has been a Consultant to Elite level performers.
His client base includes: Senior Executives, Business Owners, Entrepreneurs, Financial Services Sales Representatives and Managers, Personal and Business Coaches, as well as Amateur and Professional Athletes.
In 1987, he commenced the "Elite Performer Study" in order to clearly define the mindset, attitude, motivators, psychological makeup and behaviours of Elite Performers.
In total, over 15,000 individuals throughout Canada and the United States were carefully evaluated.
Interest in the Elite Performer Study has been so great that Dr. Metcalfe has developed the first scientifically validated Coaching Program for Elite Performers, which will assess the individual's potential to become an Elite Performer, and then carefully monitor him/her as they proceed towards their goals and to attain their potential.
Fundamental to the success of the Elite Performer Study™ was the implementation of proper research methodology.
At the core of the research was the goal of assessing and exploring three critical areas.
To determine, clearly define, and measure specific areas of performance, as distinct from the typical and erroneous method of profiling, which tends to be descriptive, but non-predictive in nature.
Not how an individual scored in a generic sense, measured in an abstract manner against a general population base, but rather, how did our respondents score, when tested, when their scores were measured against their actual workplace performance.
To establish specific performance criteria, which would be consistently predictive of Elite Performers.
A specific research form was designed and completed in addition to the Standardized Personality Test which was also filled in by all respondents.
By carefully designing questions which would indicate, in an objective manner, how each candidate was doing in his or her profession, a correlational analysis could be drawn, whereby specific areas of work performance could be measured against each person’s Personality Structure.
It was then possible to establish a clear measure of how Elite Performer’s differed, in terms of specific work performance from those who were not attaining such high levels of achievement.
Because the research was embedded in actual workplace performance data, it is now possible to determine, with 100% reliability, those who are the Elite Performers (critical for selection), or who have definite Elite Performer potential.
Due to the breadth of the study, Elite Performers may be identified from a number of specific professional areas. Validation studies conducted prove high performers from areas such as: Senior Executives, Sales Professionals, Business Owners and Entrepreneurs can be identified. Other areas of interest where validation studies have proven valid include Team Building and high-performance Corporate Culture analysis.
With the development of the Elite Performer Selection Report™ those in the hiring, coaching and training professions now have a unique product which they may incorporate into their practices. The Report identifies six common areas of strength, predictive of Elite Performance. By embedding these areas onto a readily accessible Report, it is now possible for a coach or trainer, at a glance, to know where to invest their time in assisting their client or employee. A Standardized Personality Test was used, so coaches and trainers may now learn how to do in-depth counseling, using the individual Personality Factors, which are also available through the Report. As such, rather than exclude a critical area of counseling, both the personal and the professional side of things can now be addressed.
For those who work specifically in the sales industry, one illustration of what can now be done may be of interest. According to the Life Underwriter’s Association of Canada, the retention rate of the Canadian financial services industry, after a five-year period of hiring, is 22%. This means that 78% of those hired today, will have left their home company within five years. Furthermore, over half of those who do leave their company, do so within the first year.
According to a Senior Regional Manager with one of our major banks, it costs somewhere between $50,000 – $100,000 to select and train a new Sales Representative. In contrast to these numbers, where the Elite Performer Selection Report™ has been used, a 100% retention rate is the norm, with Elite Performers demonstrating a minimum of more than 7 times the sales volume that is currently generated where other methods of selection are employed.
Personal Rating According to Years in Business (see explanation on the two following slides)
As part of the Elite Performer Study, a large number of Sales Representatives, Executives and Entrepreneurs were asked to rate themselves against others in the same line of work as themselves, in terms of overall performance.
The percentile rating was used to calculate the results, so if they said 60%, they were in the top 60% etc.
On average, in years 1-3, the most critical years, the respondents only averaged a personal rating at around the 60% range i.e. "I am only at the 60th percentile as compared to my peers".
In other words, their overall personal rating (tends to correlate with self-image) is significantly holding them back and also corresponds with their actual performance when compared with what their actual performance level was.
This is not self-correcting, and stays about the same for all of the first 3 years.
Within the first 3 years, however, 90% of new businesses tend to fail and struggling sales staff quit or are fired.
In contrast, when people scored in the desired range on the Elite Performer Selection Report, their Personal Ratings are typical of those at the 10th year level, whether in their first year of Sales, Management etc. or later.
As a result, their actual level of performance is far higher (in Sales, the Elite Performer runs 7-8 times the Sales Volume as the average performer) and the retention rate on average is over 90%.
It was hoped, going into the research, that specific areas could be discovered which would consistently be predictive of high level achievement.
Also, that a unique tool could be developed to enable coaches, and others, to evaluate, on the basis of validated research, the potential and readiness of their employees or clients to make progress, either personally or professionally.
The essential findings, which tend to be predictive of high-end performance, may be assessed by viewing the “Critical Elite Performance Areas” on a following slide.
Of the several standardized tests that were used, Personality Structure was, by far, the best and most consistent predictor of performance.
When Elite Performers were assessed from different professional groups, the same six areas of requirement consistently came through, at a 100% predictability rate.
Contrary to popular opinion, much of which falls into the “pop psychology” mold, coaches are now able to move away from the non-predictive personality profiling, to looking for a range of strengths, developed from an actual measuring of how an individual is going to perform “on the job.”
The Report is based upon actual Performance “at work".
As such, we analyzed, very carefully, what was done by Elite Performers, and then did a correlation analysis whereby we were able to determine what specific Strengths differentiated Elite Performers from the rest.
Selecting candidates who will consistently bring in a great deal of new business. The 6 Performance Areas now address and deal with this especially the Durability, Resilience and Reasoning areas of performance.
Reveals those who easily adapt to new Corporate Cultures and will fit in well on high-performance teams.
A product that assists Head Office to select Sales Managers and Executives which The E.P.S.R. is now validated to do as well.
The E.P.S.R. provides the coach with a means to bring about this particular mindset.
Once the mindset has been developed based on the research it seems to stay.
Elite Performance can be taught, learned and maintained with individuals, groups and for leadership development.
Elite Performer Business and Performance Cycle Target Range on all Factors Emotionally Integrated with High Drive and Resilience Socially Comfortable, Intuitive and Friendly Reasons Well and Understands Needs of Client Follows Through and Provides Solution
Requires a place where the subject can work uninterrupted for 30-35 minutes to complete the test.
Results are electronically compiled and sent to the key contact person within twenty-four hours.
Testing Fee: $195.00 (quantity discounts available) Included with coaching program.
Client Needs and Readiness are Assessed Client Coaching Model is Applied Elite Training Systems Coaching Model
Coaching Model Coaching Client Intelligence, Motivation and Personality Personal Life Business Management Skills Sales Skills Elite Performer Selection Report (A Measurement of Mindset) Experience Experience Experience