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HOW TO HIRE TOP-PERFORMING SALESPEOPLE IN AN EVOLVING SALES ENVIRONMENT

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The rapidly evolving world of sales is causing significant changes in how companies hire and train their sales force. Because today’s buyers are much more aware of features and benefits and alternative offerings, salespeople must now add value by conveying much deeper knowledge of the needs of the client organization and provide real ROI.

Although, some elements of sales remain as important as they were in years past, HR and Talent Management professionals are tasked with understanding this business shift as they look to bring salespeople on board that will remain engaged, loyal, and ultimately succeed in taking companies to the next level. Research into sales performance over the past 15 years clearly demonstrates one thing: the business world must expand the traditional hunter/farmer conception of sales to more closely align with how customers buy in today’s complex environment. 



In this webcast, participants will learn:

How the business environment is changing and how it impacts the sales profession
What research has revealed about successful sales job models that are applicable in today's changing environment
How to leverage this information to better hire and train sales professionals at your organization.

Published in: Recruiting & HR
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HOW TO HIRE TOP-PERFORMING SALESPEOPLE IN AN EVOLVING SALES ENVIRONMENT

  1. 1. #WFwebinar The presentation will begin at the top of the hour. A dial in number will not be provided. Listen to today’s webinar using your computer’s speakers or headphones. Welcome to the webinar!
  2. 2. #WFwebinar         Tools You Can Use Audio Control –  A dial in number will not be provided. –  Adjust the volume on your computer or headphones
  3. 3. #WFwebinar Questions and Handouts You can submit questions by clicking on this icon here. You can download a PDF of the slide deck by clicking here.
  4. 4. #WFwebinar         1. May I receive a copy of the slides? YES! Click on the handouts list located on the right portion of your screen. 2. May I review the webinar recording at a later date? YES! You may log in again using today’s link to review the presentation on-demand. 3. Is this webinar HRCI certified? YES! The HRCI certification code will be sent in the same follow up email as the recording Frequently  Asked  Ques0ons  
  5. 5. HOW TO HIRE TOP-PERFORMING SALESPEOPLE IN AN EVOLVING SALES ENVIRONMENT
  6. 6. © CALIPER Presenters 7 Tom Schoenfelder, PhD. SVP, Research and Development Caliper Jacque Casoni Director, Account Management Caliper
  7. 7. © CALIPER Agenda 8 •  How the business environment is changing and how it impacts the sales profession •  What research has revealed about successful sales job models that are applicable in today’s changing environment •  How to leverage this information to better hire and train sales professionals at your organization
  8. 8. Hunter/Farmer Challenger ConsultantSelling with Insight
  9. 9. © CALIPER 13
  10. 10. © CALIPER 14
  11. 11. © CALIPER 15 •  Today’s buyers are much more aware of features and benefits, alternative offerings, and reviews from other customers. •  Today, salespeople are charged with becoming Trusted Partners who can add value and bring real ROI to their clients. •  Every situation, product or service, organization, and sales cycle requires a different set of competencies for success.
  12. 12. © CALIPER 16 The Research: The World of Work and Sales Job Models
  13. 13. © CALIPER The Rapidly Evolving World of Work •  Lower barriers to entry •  Disruptive technologies •  Shifting demographics •  Macroeconomic conditions •  Geopolitical events •  New psychological contract
  14. 14. © CALIPER 60% of the purchasing decision is made before engaging a sales professional. 75% of B2B buyers (84% of executives) use social media to make purchasing decisions. 90% of executives ignore cold-calls. The World of Sales: More change in last 5 years than in the previous 130
  15. 15. Sales Environment is Just Hard(er) Customer needs have grown more complex and dynamic More sophisticated buying processesMuch more available information Information paradox/epistemological crisis Technology changes Consumption (and work) as impression management Cost of Sales is Substantially Increasing Focus on business impact and ROI Consensus buying
  16. 16. © CALIPER The 4 Buyer Quadrants ‘Show me how this works’ ‘I need help!’ ‘Let’s get this over with’ ‘Explain how you can help’ Complexity of the buyer environment ComplexityofProduct/Service
  17. 17. © CALIPER The 4 Buyer Quadrants ‘The Explainer’ ‘The Consultant’ ‘The Order Taker’ ‘The Option Finder’ Complexity of the buyer environment ComplexityofProduct/Service -25% +10% -33% -10%
  18. 18. © CALIPER Working in Sales: By the Numbers 0 25 50 75 100 Getting up to speed > 7 Months > 1 Year Tenure: 1.4 years (5% > 3 years) Sales Cycle: 6 to 12 months Total Comp: $98,074 Separation Costs: $114,957
  19. 19. © CALIPER 23 The Psychology of Sales in an Increasingly Complex World
  20. 20. © CALIPER In the beginning… Selling as a neurosis? 24 •  What Makes a Good Salesman •  1964 HBR •  Ego-drive, Ego-strength, Empathy •  Communication style and action orientation •  Those were simpler times…
  21. 21. The Research Today… It’s Complicated •  Complex relationship with extraversion •  Cognitive ability in context •  Social competence •  Thinking styles •  Seeking reward/avoiding loss; self- efficacy; attribution style •  Dealing with role conflict and ambiguity •  Helping clients with: •  Processing info; focusing on future; making decisions; fostering adaptability; innovating to tackle new challenges Selling- Related Knowledge Adaptiveness Role Ambiguity Cognitive Ability Work Engagement Drivers of Sales Success
  22. 22. The Competency Library 26 •  Developed via meta-analysis of over 12 years of validation studies and competency modeling engagements •  49 competency areas organized along 7 performance dimensions •  Behavioral indicators for each (total of 245 behaviors in full library) •  Validated scoring for all competencies and behaviors •  Developmental suggestions and interview items for each behavior
  23. 23. © CALIPER New Business Development Account Development Account Service Specialist Consultative Sales Technical Sales Strategic Sales
  24. 24. © CALIPER New Business Development
  25. 25. © CALIPER 29 Account Development
  26. 26. © CALIPER 30 Account Service Specialist
  27. 27. © CALIPER 31 Consultative Selling
  28. 28. © CALIPER 32 Technical Sales
  29. 29. © CALIPER 33 Strategic Sales
  30. 30. The Implications: Hiring & Development •  Validated benchmarks align with both strategy and science •  Integrated human capital management •  Consistent onboarding and messaging •  Measurable performance metrics •  Focused professional developmental
  31. 31. Now what? Job Model Identification
  32. 32. How long is the sales cycle? Is technical acumen necessary? Are they expected to be subject-matter experts in an industry? Is it a complex sale? Do they receive warm leads? How important is the service element and growth of existing accounts? Who would be the target customer?
  33. 33. And based on your answer…
  34. 34. © CALIPER New Business Development Account Development Account Service Specialist Consultative Sales Technical Sales Strategic Sales
  35. 35. © CALIPER 39 Key Takeaways •  Rate of change is exponential: business, work, sales. •  One-size-does-not-fit-all: Must nuance our approach to sales to align with today’s complexities. •  Context Matters: Critical to understanding business environment, culture, team dynamics, as well as role requirements. •  Psychology of Sales: Leveraging cutting-edge science will significantly increase success.
  36. 36. © CALIPER 40 Questions? Tom Schoenfelder, PhD. tschoenfelder@calipercorp.com Jacque Casoni jcasoni@calipercorp.com
  37. 37. #WFwebinar         Register  for  the  next  webinar!   Create Digital Relationships with Your Current and Future Employees Thursday, November 16, 2017 Webinars start at 2 p.m. Eastern / 11 a.m. Pacific Register for all upcoming Workforce Webinars at workforce.com/webinars

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