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Client Stories: Sales Force Talent Cycle


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Align Consulting
Client Stories: Sales Force Talent Cycle
Sales Force Development Services
Sales Force Assessments

Published in: Business
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Client Stories: Sales Force Talent Cycle

  1. 1. v.01 Sales Force Talent Cycle Development Project ‘’A Global Pharmaceutical Firm’’ Client Stories
  2. 2. SALES FORCE >> TALENT LIFECYCLE >> >> >> >> >> Strategy Design Acquire Develop Retain Transition • Processes • Jobs (Roles) • Organisation • Competencies • Rewards • Strategy • Models • Recruitment • Assessments • Evaluations • L & D • Coaching • Mentoring • Monitor • Internal Mobility • Job Enrichment • Career Opportunities • Exit Interviews • Talent Audit SALES FORCE ORGANIZATION DESIGN SALES FORCE AUDIT & ASSESSMENTS SALES FORCE ACADEMY
  3. 3. Project Scope Sales Force Talent Cycle Strategy Design BSC Alignment Organizational Design Monitor & Develop Acquisition Transition Retain Candidate Assessments & Selection Talent Development Planning First Year Talent Academy Sales Force Assessments Monitor & Develop Sales Force Assessments Talent Development Planning Sales Force Development Academy
  4. 4. Project Scope Sales Force Acqusition Phase I. Job Posting & Pre-Screening/Pre-Evaluation; A. Job Postings B. Pre-Screening / Pre-Evaluation C. Long List Phase II. OMG Candidate Assessments; A. Sales Force Candidate Assessments B. Technical Support C. Data Reporting D. Interview Invitations Phase III. F2F Interviews; A. Interviews, B. Selection
  5. 5. Client Results In agreed 2 years follow-up time frame; Sales Force grew by %84 with positive effect on P&L, Active Sales Force / Total Sales Force Ratio increased from %67 to %82, Sales Force Turnover; Turnover(ytd) decreased from %43 to %22 Dysfunctional(High Performers) Turnover decreased from %21 to %6 Sales Force Retention Rate increased %23 to %76, Separation(0 to 3 Months) Rate of New Hires decreased %18 to %6 Separation(6M to 12 Months) Rate of New Hires decreased %11 to %6
  6. 6. Your Business Priorities Stimulating Growth Scaling for Growth Becoming More Customer Centric Driving Innovation Dealing with Complexity Activating New Operating/Business Model Assessing Organization and Leaders Your Human Resources Priorities Linking Human Resources to Business Value Designing your HR Strategy Designing HR Organizations Building HRIS Building Excellence in HR Transforming HR Building HRBP Assessing HR Organization & Professionals Building Corporate Academy Your Sales Force Priorities Not Growing Fast Enough Not Able to Scale The Sales Force High / Low Turnover Shifting to Consultative Selling Sales Force Alignment (Lack of Alignment) Unable to Select/Find New Salespeople Ineffective Sales Management Major Change in Sales Strategy Growing Sales Team without Hurting your P&L Call us: @ 0533 960 0225 Mail us: