Talent Management - A Case Study

  • 2,549 views
Uploaded on

Instructions on how applying best practice Talent Management tools and processes helped a client reduce their turnover. A Sales Benchmark Index Case Study. …

Instructions on how applying best practice Talent Management tools and processes helped a client reduce their turnover. A Sales Benchmark Index Case Study.

More in: Business , Technology
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
    Be the first to like this
No Downloads

Views

Total Views
2,549
On Slideshare
0
From Embeds
0
Number of Embeds
1

Actions

Shares
Downloads
64
Comments
0
Likes
0

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide
  • Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com

Transcript

  • 1. Website Email Phonewww.salesbenchmarkindex.com info@salesbenchmarkindex.com 1-888-556-7338 Talent Management Are You Ready To Be World Class?
  • 2. The Situation • $780M Healthcare software company faces: – High turnover – Large number of C Players – Cost of mis-hires $3M in past 2 years • Sales Leader wants to: – Upgrade all aspects of Talent Management – Ensure recruitment process yields A players2
  • 3. What Did Not Work • Issued Briggs Myers tests for entire sales force • HR increases use of external recruiters • Sales managers go through interview training3
  • 4. What Did Work • Competencies & Accountabilities defined for all sales roles • Scenario-based interview questions developed to identify competency strength • On-boarding plans produced • Scorecards and Individual Development Plans issued to entire sales force4
  • 5. Competency Matrix (Example)• 18 Competencies defined with A, B and C Player profiles5
  • 6. Interview Questions (Example)• Scenario-based questions identify whether candidate has significant experience6
  • 7. On-boarding Plan (Example) • Each sales role receives an onboard plan and assigned a mentor7
  • 8. Scorecard (Example) • Sales performance management includes scorecard reviews (sales goals & activities)8
  • 9. The Solution • Redefined competencies for 6 sales roles • Established scenario-based interview questions to determine competency match • All sales people provided scorecards and individual development plans • On-boarding plans provided to all new hires • Managers trained on application of new TM process9
  • 10. The Result Metric Before After Sales Turnover 25% 4% A Player % 5% 35% Quota Attainment 63% 98% Cost of mis-hire $1.5M/Yr $110K/Yr10
  • 11. Learn More Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Talent Management Articles & Tools: http://www.salesbenchmarkindex.com/?Tag=Talent+Management Download the Hiring Self Assessment Checklist Here Subscribe your email to receive our Sales Force Effectiveness blog articles by email free: http://www.salesbenchmarkindex.com/Read-the-Sales-Force-Effectiveness-Blog/11