Al increase your sales performance

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Al increase your sales performance

  1. 1. BY: CATHY LIGHTCHIEF ASSESSMENT OFFICERHow to Increase YourSales PerformancePresented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
  2. 2. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Assessment Leaders: Who We AreBest-in-Class Professional Assessment, SkillTesting, and Leadership Training SolutionsFocused on Identifying, Hiring, Developing, andPromoting TalentClients in All Stages of Development from Pre-IPO toFortune 500Founded in 2003
  3. 3. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Assessment Leaders: Our GoalsAssessment Leaders Solutions Are Designed to:Identify Sales Stars Early in the Recruiting ProcessEliminate Improper BiasIncrease Focus on Key Success BehaviorsArm the Interviewer with Meaningful DataImprove the 1stYear Performance of New HiresEmpower Managers to Effectively CoachDecrease Turnover
  4. 4. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Today’s ObjectivesWhere Assessments Fit into ProcessHow To Implement AssessmentsProposed Sales Team SolutionBusiness & Academic ExamplesWhat to Expect from Assessment LeadersNext Steps
  5. 5. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Talent Acquisition SuccessProfile the Ideal FitSource Qualified Candidates (Internal or External)Verify Candidates “Fit” to Top PerformersVerify Skills, Knowledge, & ExperienceCompare Remaining CandidatesSelect, Check, and OnboardThough there are innumerable processes and technologies developed in supportof the recruiting process, they all aim to identify a large pool of candidates andultimately select down to the ideal candidate.
  6. 6. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Where Do Assessments Fit In?Profile the Ideal FitSource Qualified CandidatesVerify Candidates “Fit” to Top PerformersVerify Skills, Knowledge, & ExperienceCompare Remaining CandidatesSelect and CheckPersonality, Cognitive, and Thinking Style Assessments provide key support tomake quick, unbiased, best-outcome decisions regarding candidates at severalkey points in the recruiting process. Specific Skills Tests may also be leveraged.Where Assessments can beDeployed to Achieve CriticalAdvantage
  7. 7. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Step One: Benchmark SuccessRank your Sales People byPerformanceAdminister the Tool to at Least3 in the Top TierUse the Results to Develop aJob Match Pattern
  8. 8. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Step Two: Integrate Into RecruitingWhen to Administer Early in Process Identifies Best Matches Early Weeds Through Large Number of Candidates Efficiently Avoids Rejecting Potentially Strong Candidates Provides Downstream Interviews With Great Information Saves Time and Money
  9. 9. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Step Three: Roll OutDeploy Testing Web PortalTrain HR, Recruiters & Managers Quick & Easy Change Management Consistent Use of ToolsCommence Online Delivery
  10. 10. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Sales Assessment SolutionProfiles Sales Assessment Purpose: Select & Manage High Performance Salespeople Measures 20 Performance Indicators 7 Critical Sales Behaviors Time to Take: Less than 1 Hour (no proctoring required) Validated for Hiring (2010) Customizable Job Match Patterns By: Company Sales Position Manager Geography
  11. 11. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Sales Assessment SolutionProfiles Sales Assessment (continued) Applications Selection and Hiring (validated) Management Promotion Fit / Succession Planning Analyzing Training Needs Delivered Reports Selection Report Management Report Multi-Job Match Report Individual Sales Profile Report Job Profile Summary Report Job Summary Graph
  12. 12. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Managing to Key Sales BehaviorsIf we know where eachscale ties into our scorecard…
  13. 13. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Mapping to Assessment ResultsWe know wherethey fell outside ofwhere we needthem to be
  14. 14. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Job Summary GraphJob Match Score Thinking Style Behavioral Traits Occupational InterestDistortion Factor
  15. 15. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Selection Report ExampleBlue Range Where the High PerformersBenchmark ScoredLarger Ring Where Applicant Scored Yellow if Out of Benchmark
  16. 16. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Map to Critical Sales BehaviorsNarrative Based onIndividual Results7 Critical Behaviors Prospecting Closing the Sale Call Reluctance Self-Starting Working with a Team Building & MaintainingRelationships Compensation Preference
  17. 17. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Recommended Interview Questions
  18. 18. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Case Study: Data Services Organization14 Account Executives Dramatic performance gaps Average sales of 3 Top Performers: $1.25M Average sales of 3 Bottom Performers: $850K Benchmark pattern created of the top three performers All 14 reviewed against pattern Delta Between Matched / Non-Matched Employees: Matched: Average sales: $1.31M Non-Matched – Average sales: $840K Average difference between selected and non-selected: $470K
  19. 19. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Academic Study360,000 salespeople followed through sales careers over 20 years360,000 salespeople followed through sales careers over 20 years“It’s not experience – or college degreesor other accepted factors……(it) hinges on fit with the job.”Source: Herbert M. Greenberg and Jeanne Greenberg,“Job Matching for Better Sales Performance, ” Harvard BusinessReview, Vol. 58, No. 5.
  20. 20. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Academic StudySource: Herbert M. Greenberg and Jeanne Greenberg,“Job Matching for Better Sales Performance, ” Harvard BusinessReview, Vol. 58, No. 5.“Six months after hirepersons who had been jobmatched outperformedthose who had not beenmatched.Moreover, the differenceswidened after 14 months”
  21. 21. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200What to Expect from Assessment LeadersWide Selection of Best in Class SolutionsExpert Knowledge in Use of AssessmentsDeep Experience in Recruiting & HRFlexible and Responsive TeamExcellent & Long Lasting Partnership with AccoloModern Delivery Technology
  22. 22. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Next Steps - PilotPilot the Sales Assessment for 1 Hire Internal or external candidatePilot to be Administered by Assessment Leaders AL will develop a “job fit” benchmark.Pilot Assessments Offered at Max. Volume Discount No Portal Setup for Pilot
  23. 23. Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200Thank You!

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