Profiles International




  Predicting Superior Sales Performance
  A study of what drives sales success in Best Ltd
  De...
Predicting Superior Sales Performance




Table of Contents




Section 1:    Purpose of this Study


Section 2:    Perfor...
Predicting Superior Sales Performance




Profiles International




Section 1
Purpose of this study
Deiric McCann




   ...
Predicting Superior Sales Performance




Section 1: Purpose of this Study

BEST.com and Profiles International sponsored ...
Predicting Superior Sales Performance




Profiles International




Section 2
Performance Criteria
Deiric McCann




    ...
Predicting Superior Sales Performance




Section 2: Performance Criteria
The criteria used to identify your top performer...
Predicting Superior Sales Performance




Profiles International




Section 3
Job Analysis and Job Match Pattern Descript...
Predicting Superior Sales Performance




Section 3: Job Analysis and Job Match Pattern Description
The following is a Job...
Predicting Superior Sales Performance




Profiles International




Section 4
Top Performers Compared to the Job Match
Pa...
Predicting Superior Sales Performance




Section 4: Top Performers Compared to the Job Match Pattern

The following compa...
Predicting Superior Sales Performance




                                  11
Predicting Superior Sales Performance




                                  12
Predicting Superior Sales Performance




                                  13
Predicting Superior Sales Performance




                                  14
Predicting Superior Sales Performance




                                  15
Predicting Superior Sales Performance




Profiles International




Section 5
Lower Performers Compared to the Job Match
...
Predicting Superior Sales Performance




Section 5: Lower Performers Compared to the Job Match Pattern Description
The fo...
Predicting Superior Sales Performance




                                  18
Predicting Superior Sales Performance




                                  19
Predicting Superior Sales Performance




                                  20
Predicting Superior Sales Performance




                                  21
Predicting Superior Sales Performance




                                  22
Predicting Superior Sales Performance




                                  23
Predicting Superior Sales Performance



.
    Profiles International




    Section 6
    Summary of Benefits
    Deiric...
Predicting Superior Sales Performance




Section 6: Summary of Benefits


Here are some ways that your company will benef...
Predicting Superior Sales Performance




Profiles International




Section 7
Recommendations
Deiric McCann




         ...
Predicting Superior Sales Performance




Section 7: Recommendations
We recommend that you implement the following practic...
Predicting Superior Sales Performance




Profiles International




Appendix I
Profiles International
Deiric McCann




 ...
Predicting Superior Sales Performance




Appendix I - Profiles International

Profiles International Inc. (www.profilesin...
Predicting Superior Sales Performance




Profiles International




Appendix II
CIBA Vision Testimonial
Deiric McCann



...
Predicting Superior Sales Performance




Appendix II: CIBA Vision Testimonial

Profiles International are fortunate to ha...
Predicting Superior Sales Performance




                                  32
Upcoming SlideShare
Loading in …5
×

PXT Study Sample Best Ltd

1,457 views

Published on

This sample study shows exactly how we can build a profile of the best sales people and then compare it to less well performing sales people.

Finally it goes on to show specific coaching activities for the poor-performers that will improve the performance of the whole team.

Published in: Business, Education
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
1,457
On SlideShare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
7
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

PXT Study Sample Best Ltd

  1. 1. Profiles International Predicting Superior Sales Performance A study of what drives sales success in Best Ltd Deiric McCann
  2. 2. Predicting Superior Sales Performance Table of Contents Section 1: Purpose of this Study Section 2: Performance Criteria Section 3: Job Analysis and Job Match Pattern Section 4: Top Performers Compared to the Job Match Pattern Section 5: Lower Performers Compared to the Job Match Pattern Description Section 6: Summary of Benefits Section 7: Recommendations Appendix I: CIBA Vision Testimonial 2
  3. 3. Predicting Superior Sales Performance Profiles International Section 1 Purpose of this study Deiric McCann 3
  4. 4. Predicting Superior Sales Performance Section 1: Purpose of this Study BEST.com and Profiles International sponsored a study of your Sales Staff for the purpose of creating patterns to identify: 1. The characteristics of the Top Performers 2. The characteristics of the Lower Performers 3. The specific training and coaching needs of study participants The goal of your company is to use this information to accomplish the following: 1. Build a foundation for a library of job descriptions. 2. Incorporate job-related data into the hiring process to insure that those who are hired or promoted to the positions fit the Job Match Pattern created from data. 3. Use training resources more effectively by selecting programs that meet the individual needs. This will produce more effective training, saving time and money through targeted training. 4. Recognize and understand the factors that lead to below average job performance so Lower Performers can be aided in ways that will improve their effectiveness. 4
  5. 5. Predicting Superior Sales Performance Profiles International Section 2 Performance Criteria Deiric McCann 5
  6. 6. Predicting Superior Sales Performance Section 2: Performance Criteria The criteria used to identify your top performers in this job class are based upon the following empirical, measurable data: 1. Sales Volume % to Quota 2. Tenure in Position with a minimum of 14 months 3. Percentage of Charge Backs The participants in the study, compared to the above criteria, were grouped by your company as follows: the top performers (Group A), and those who’s performance would be at the other end of the scale, (Group B). Group A Group B Robert Diaz David Hill Glenda Bellaire Ernest Zost Roland Bostick Kathleen Smalley Mark Lyons Bob Johnson Arthur Richards Cedric James 6
  7. 7. Predicting Superior Sales Performance Profiles International Section 3 Job Analysis and Job Match Pattern Description Deiric McCann 7
  8. 8. Predicting Superior Sales Performance Section 3: Job Analysis and Job Match Pattern Description The following is a Job Analysis and Job Match Pattern created with Results from actual top performers and a comprehensive analysis of the functional requirements of the job (Insert a copy of the graphical pattern here) 8
  9. 9. Predicting Superior Sales Performance Profiles International Section 4 Top Performers Compared to the Job Match Pattern Deiric McCann 9
  10. 10. Predicting Superior Sales Performance Section 4: Top Performers Compared to the Job Match Pattern The following compares each of the individual Top Producers to the Job Match Pattern : 1. Glenda Bellaire 2. Roland Bostick 3. Robert Diaz 4. Mark Lynus 5. Arthur Richards 10
  11. 11. Predicting Superior Sales Performance 11
  12. 12. Predicting Superior Sales Performance 12
  13. 13. Predicting Superior Sales Performance 13
  14. 14. Predicting Superior Sales Performance 14
  15. 15. Predicting Superior Sales Performance 15
  16. 16. Predicting Superior Sales Performance Profiles International Section 5 Lower Performers Compared to the Job Match Pattern Description Deiric McCann 16
  17. 17. Predicting Superior Sales Performance Section 5: Lower Performers Compared to the Job Match Pattern Description The following compares each of the individual Lower Producers to the Job Match Pattern 1. David Hill 2. Cedric James 3. Bob Johnson 4. Kathleen Smalley 5. Earnest Zost 17
  18. 18. Predicting Superior Sales Performance 18
  19. 19. Predicting Superior Sales Performance 19
  20. 20. Predicting Superior Sales Performance 20
  21. 21. Predicting Superior Sales Performance 21
  22. 22. Predicting Superior Sales Performance 22
  23. 23. Predicting Superior Sales Performance 23
  24. 24. Predicting Superior Sales Performance . Profiles International Section 6 Summary of Benefits Deiric McCann 24
  25. 25. Predicting Superior Sales Performance Section 6: Summary of Benefits Here are some ways that your company will benefit from an association with Profiles: 1. Greater Productivity The study data has many applications that contribute to increased productivity. By applying this information, you should experience: a. Fewer People Problems b. Less Negative Turnover c. Better Quality d. Higher Profitability e. More Customer Satisfaction 2. Financially There are several financial benefits would be obtained. They are as follows: a. Turnover reduced by 10%………..£ 50,000 b. Profit from Increased Sales………£150,000 c. Reduction in Training Costs…..….£ 50,000 Total Financial Benefit… …………£250,000 25
  26. 26. Predicting Superior Sales Performance Profiles International Section 7 Recommendations Deiric McCann 26
  27. 27. Predicting Superior Sales Performance Section 7: Recommendations We recommend that you implement the following practices to maximize your return on investment in your people by forming a team with Profiles. 1. Conduct additional Job Analysis Studies on all positions to create the following: a. Job Descriptions b. Job Match Patterns c. Coaching Reports 2. Incorporate the use of The Profile Assessment and Job Match system and fill all positions with top performers. 3. Provide key personnel with training on The Profiles system a. How to select top performers b. How to make promotion decisions that work c. How to reduce training costs d. How to be a great coach 4. We recommend the activation of your customized virtual assessment site and the installation of the ProfileXT with XX scoring units (meters). Your investment is £XXXX and is due at the time of the activation. 5. We also recommend that we meet within the next 30 days with all department heads of BEST.com to conducts a “Understanding The Profile” workshop. 27
  28. 28. Predicting Superior Sales Performance Profiles International Appendix I Profiles International Deiric McCann 28
  29. 29. Predicting Superior Sales Performance Appendix I - Profiles International Profiles International Inc. (www.profilesinternational.com) is a major global supplier of job profiling systems and consultancy. Founded in 1990 Profiles now has offices in more than 100 countries worldwide, and delivers its products and services in all languages used in those countries through a network of more than 600 consultants. With more than 45,000 clients worldwide having availed of Profiles International’s profiling services we have established an enviable reputation as the leader in driving corporate productivity through focus upon profiling top performance to drive superior recruitment, management and development of our client’s Human Capital – their people. Our credibility is underwritten by the results we achieve for our clientele and these are outlined in many testimonials, some of which can be seen at http://www.profilesinternational.com/whatclientssay.aspx - and an example of which (from Novartis CibaVison) is included as an appendix to this document. No other organisation has the tools, the expertise or the experience to undertake the sort of study proposed to BEST.com in this document– together BEST.com and Profiles International will produce a uniquely valuable resource that will be essential reading for anyone involved in this space. 29
  30. 30. Predicting Superior Sales Performance Profiles International Appendix II CIBA Vision Testimonial Deiric McCann 30
  31. 31. Predicting Superior Sales Performance Appendix II: CIBA Vision Testimonial Profiles International are fortunate to have a clientele who appreciate the results we achieve together sufficiently to allow share their credibility by providing us with testimonials. We have many such success stories that are exemplified by the example below from our valued client Novartis CIBA Vision. 31
  32. 32. Predicting Superior Sales Performance 32

×