Help Recruit Better Matched Sales People


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As a recruiter, you can better assess your available sales talent and easily align what you have and what your client wants delivering high client retention and more importantly maintain higher fees though adding value.

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  • Help Recruit Better Matched Sales People

    1. 1. The SHL Sales Report Identify & Recruit Top Sales Performers Product Introduction for SHL Partners
    2. 2. Agenda <ul><li>The Business opportunity presented by the sales report </li></ul><ul><li>Selling the Sales Report and the impact for your clients </li></ul><ul><li>Facts and Features </li></ul><ul><li>A example profile </li></ul><ul><li>Who’s using the Sales Report </li></ul><ul><li>Support Materials </li></ul>
    3. 3. The Business Opportunity for you
    4. 4. The issues facing your clients <ul><li>All companies need sales people - there are more sales roles advertised than for any other profession </li></ul><ul><li>But how do they find the right sales people? </li></ul><ul><li>The nature of sales has changed </li></ul><ul><ul><li>More complex (globalization, centralized procurement, </li></ul></ul><ul><ul><li>changing regulations, customer needs changing) </li></ul></ul><ul><ul><li>Shift from product sales to value-based selling </li></ul></ul><ul><ul><li>Expanding portfolio of product and services </li></ul></ul><ul><li>Need a modern & detailed understanding of the factors </li></ul><ul><li>leading to sales effectiveness </li></ul>
    5. 5. Define the key sales competencies Using the new Sales Model Profiler cards – identify which sales competencies are key for your client
    6. 6. Use the SHL Sales Report to measure those competencies in a simple report suitable for sales managers Measure those competencies
    7. 7. Empower the Sales Managers Use the new e-learning capability from SHL to empower the Sales Managers to use the SHL Sales Report
    8. 8. Implement standard interview process Use the new Sales Interview guide from SHL. A structured and comprehensive document you can use to enable your clients to conduct standard detailed interviews for sales people.
    9. 9. Selling the Sales Report and the impact for your clients
    10. 10. Improving Sales Performance <ul><li>How can I find more sales people who can sell as much or more than my best sales person? </li></ul><ul><li>On average the highest performing sales people deliver 4-5 times the profitability of the lowest performers </li></ul>
    11. 11. The Average Performance Factor Sales Team Target 5,000,000 10 sales people with sales quota of 500,000 Typical Sales Team performance breakdown Average Performance Factor = 89%
    12. 12. Effect of top performers Replace bottom performer with one top performer Average Performance Factor = 100% Revenue increase of 12.3% Target achieved
    13. 13. Raise Average Performance Focused development to bring low performers up to original average of 89% New average becomes 102% Revenue increase of 14.6% Target exceeded
    14. 14. Reducing Sales Turnover <ul><li>Average per annum turnover of sales people ranges from 12 per cent to 18 per cent for most organisations. (DePaul University) </li></ul><ul><li>Costs of Sales Turnover can be extensive </li></ul><ul><ul><li>New sales are lost because the territory is open until a new salesperson can be hired and trained. </li></ul></ul><ul><ul><li>The new salesperson who fills the territory goes through a ramp-up period (often lasting two years) during which he or she is less than 100% effective. </li></ul></ul><ul><ul><li>For each sale lost while a territory is open or the replacement salesperson is less than fully productive, future add-on sales and maintenance revenues are lost. </li></ul></ul><ul><ul><li>The cost to hire and train a replacement is an additional expense—especially for companies selling expensive products or services. For example, one vendor of high-end industrial products reports that it loses more than $1 million when an experienced salesperson leaves! </li></ul></ul>What is your clients turnover and what is the cost?
    15. 15. A Successful Sales Team <ul><li>Enable your clients to hire more successful sales people </li></ul><ul><li>Retain those sales people by: </li></ul><ul><ul><li>Matching reward to motivational drivers </li></ul></ul><ul><ul><li>Matching development to genuine needs </li></ul></ul><ul><li>A motivated and successful </li></ul>
    16. 16. SHL Sales Report - Facts & Features
    17. 17. Sales Report Basic Facts <ul><li>Inputs: OPQ or OPQ & MQ </li></ul><ul><li>Delivery: Online – bureau or your own site </li></ul><ul><li>Accessing the report: available to trained & untrained users </li></ul><ul><li>Up-to-date: sales model built in last 3 years </li></ul><ul><ul><li>Sales Foundations </li></ul></ul><ul><ul><li>Sales Motivations </li></ul></ul><ul><ul><li>Sales Cycle </li></ul></ul>
    18. 18. The Output - Sales Foundations
    19. 19. The Output - Motivation
    20. 20. Sales Cycle
    21. 21. The Output - Sales Cycle
    22. 22. The SHL Sales Model - Validation <ul><li>Thousands of sales people in many studies </li></ul><ul><li>Worldwide research </li></ul><ul><li>Industries: </li></ul><ul><ul><li>Insurance </li></ul></ul><ul><ul><li>Pharmaceutical </li></ul></ul><ul><ul><li>High end retail </li></ul></ul><ul><ul><li>Technology </li></ul></ul><ul><ul><li>Health care </li></ul></ul><ul><ul><li>FMCG </li></ul></ul>Sales Foundations & Sales Cycle were proven to predict performance
    23. 23. The SHL Sales Model -Validation <ul><li>Key Sales Report scale sets vary by industry & organization. </li></ul><ul><li>Sales Drive </li></ul><ul><li>Developing a Game Plan </li></ul><ul><li>Creating Options </li></ul><ul><li>Presenting </li></ul><ul><li>Managing & Growing </li></ul><ul><li>Sales Confidence </li></ul><ul><li>Embracing Change </li></ul><ul><li>Making Contact </li></ul><ul><li>Closing the Sale </li></ul>Example: High Performers in Health Insurance Example: High Performers in Pharmaceutical
    24. 24. Let’s look at an example
    25. 25. Example: New Business Development <ul><li>Hunters thrive on the process of finding & landing customers </li></ul><ul><li>Characteristics: </li></ul><ul><li>Very persuasive </li></ul><ul><li>Extremely confident </li></ul><ul><li>Willing to take risks </li></ul><ul><li>Very assertive </li></ul>
    26. 26. Advantages of the Sales Report <ul><li>Identify top sales performers </li></ul><ul><li>Recruit people that have the potential to sell more </li></ul><ul><li>Reduce the cost of turnover in sales teams </li></ul><ul><li>Develop existing sales teams more effectively </li></ul><ul><li>Provide sales managers & HR with a powerful new talent management tool </li></ul>
    27. 27. Selling against the competition <ul><li>The Sales Report Competitive Advantages: </li></ul><ul><ul><li>Documented and Proven Validation Research </li></ul></ul><ul><ul><li>Contemporary up-to-date Sales Competency Model </li></ul></ul><ul><ul><li>Flexibility & Adaptability to other Sales Models </li></ul></ul><ul><ul><li>Valuable for both Recruitment & Development </li></ul></ul><ul><ul><li>Deeper & More insightful Measurement </li></ul></ul><ul><ul><li>Wide Range of Industries & Sales Situations </li></ul></ul><ul><ul><li>Based on OPQ </li></ul></ul><ul><ul><ul><li>Team </li></ul></ul></ul><ul><ul><ul><li>Leadership </li></ul></ul></ul><ul><ul><ul><li>Etc… </li></ul></ul></ul>
    28. 28. Ernst & Young Ernst & Young use SHL's Sales Report to recruit Business Development Managers. The Sales Report gives the interviewers, who are involved in the recruitment of these high stake and critical positions, a better understanding of a candidate's sales potential and their key motivators to selling.   “ SHL's Sales Report has proven its effectiveness in several situations so far and we have therefore mandated the use of this online assessment tool for all new potential hires. We have also started to use the information provided by SHL's Sales Report to assist in the development planning of newly hired Business Development Managers.&quot; Robert Colwell, Head of Business Development - Australia Ernst & Young
    29. 29. Support Materials <ul><li>Sales Support </li></ul><ul><ul><li>Overview Presentation </li></ul></ul><ul><ul><li>Quick Fact Sheet </li></ul></ul><ul><ul><li>Sales presentation for your customers </li></ul></ul><ul><ul><li>Sales Flyer for customers </li></ul></ul><ul><ul><li>Sample Report Output </li></ul></ul><ul><ul><li>Sales Business Issue Paper </li></ul></ul><ul><ul><li>Sales Interview Guide </li></ul></ul><ul><li>Technical </li></ul><ul><ul><li>User Manual </li></ul></ul><ul><ul><li>Technical Manual </li></ul></ul>