The document discusses how to define the critical factors needed for a job role and how to evaluate candidates. It recommends identifying the critical, important and nice-to-have factors for the role. It then shows how to plot where a candidate's abilities align with these factors compared to other candidates or team members. The goal is to select the right person for the job by determining if they have the required critical skills and abilities.

1. Your NEW Talent
Selection Process?
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2. Your Last Hires!
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3. Your Last Hires!
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4. Past Results!
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5. Past Results!
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6. OK!
Past Results!
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7. Oops! OK!
Past Results!
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8. How do you select
the RIGHT
person for the
right job?
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9. Many applied?
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10. Many applied?
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11. Do they have the
CRITICAL factors?
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12. Screen first…
then Select!
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13. What’s Great Service?
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14. What’s Great Service?
• What critical factors
are needed for a 15%
tip for the waiter?
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15. What’s Great Service?
• What critical factors
are needed for a 15%
tip for the waiter?
• What critical factors
are needed for a 20%
tip for the waiter?
Confidential - BestWork DATA™ & YPN™ Companies, Inc 8 © 2010 All Rights Reserved

16. What’s Great Service?
• What critical factors
are needed for a 15%
tip for the waiter?
• What critical factors
are needed for a 20%
tip for the waiter?
• Is it only delivering
the food timely?
Confidential - BestWork DATA™ & YPN™ Companies, Inc 8 © 2010 All Rights Reserved

17. What’s Great Service?
• What critical factors
are needed for a 15%
tip for the waiter?
• What critical factors
are needed for a 20%
tip for the waiter?
• Is it only delivering
the food timely?
• What about the extra
service provided?
Confidential - BestWork DATA™ & YPN™ Companies, Inc 8 © 2010 All Rights Reserved

18. Define The Factors
Needed for the Role!
Penny York #40 (#10 a
Western)
DOESN!T
CLOSE SALES 0 STRONG
CLOSER
SIMPLE SALE 0 COMPLEX
SALE
PRODUCT
SALE 0 SOLUTION
SALE
QUOTE, PRICE
& DELIVERY
SALE
0 PRESENTATION
SALE
SIMPLE COMPLEX
PRODUCT
KNOWLEDGE
0 PRODUCT
KNOWLEDGE
SELLS FIRST 0 RELATIONSHIP
FIRST
LOW
PERSUASION 0 HIGH
PERSUASION
LONG SALES
CYCLE 0 SHORT SALES
CYCLE
LITTLE
FOLLOW UP 0 STRONG
FOLLOW UP
DOES NOT WANTS TO
CONTROL
SALES 0 CONTROL
SALES
PROCESS PROCESS
LISTENS MORE 0 TALKS MORE
INDIVIDUAL
EFFORT 0 COLLECTIVE
EFFORT
IMPROVISES
SALES PATH 0 FOLLOWS
SALES PATH
LITTLE OR NO
PLANNING 0 DETAILED
PLANNING
Confidential - BestWork DATA™ & YPN™ Companies, Inc 9 © 2010 All Rights Reserved

19. Define The Factors
Needed for the Role!
• First identify the
“critical” factors Penny York #40 (#10 a
Western)
DOESN!T
CLOSE SALES 0 STRONG
CLOSER
SIMPLE SALE 0 COMPLEX
SALE
PRODUCT
SALE 0 SOLUTION
SALE
QUOTE, PRICE
& DELIVERY
SALE
0 PRESENTATION
SALE
SIMPLE COMPLEX
PRODUCT
KNOWLEDGE
0 PRODUCT
KNOWLEDGE
SELLS FIRST 0 RELATIONSHIP
FIRST
LOW
PERSUASION 0 HIGH
PERSUASION
LONG SALES
CYCLE 0 SHORT SALES
CYCLE
LITTLE
FOLLOW UP 0 STRONG
FOLLOW UP
DOES NOT WANTS TO
CONTROL
SALES 0 CONTROL
SALES
PROCESS PROCESS
LISTENS MORE 0 TALKS MORE
INDIVIDUAL
EFFORT 0 COLLECTIVE
EFFORT
IMPROVISES
SALES PATH 0 FOLLOWS
SALES PATH
LITTLE OR NO
PLANNING 0 DETAILED
PLANNING
Confidential - BestWork DATA™ & YPN™ Companies, Inc 9 © 2010 All Rights Reserved

20. Define The Factors
Needed for the Role!
• First identify the
“critical” factors Penny York #40 (#10 a
Western)
DOESN!T
CLOSE SALES 0 STRONG
CLOSER
• Second, identify the 0 COMPLEX
SIMPLE SALE
SALE
PRODUCT
0 SOLUTION
“important” factors
SALE SALE
QUOTE, PRICE
& DELIVERY
SALE
0 PRESENTATION
SALE
SIMPLE COMPLEX
PRODUCT
KNOWLEDGE
0 PRODUCT
KNOWLEDGE
SELLS FIRST 0 RELATIONSHIP
FIRST
LOW
PERSUASION 0 HIGH
PERSUASION
LONG SALES
CYCLE 0 SHORT SALES
CYCLE
LITTLE
FOLLOW UP 0 STRONG
FOLLOW UP
DOES NOT WANTS TO
CONTROL
SALES 0 CONTROL
SALES
PROCESS PROCESS
LISTENS MORE 0 TALKS MORE
INDIVIDUAL
EFFORT 0 COLLECTIVE
EFFORT
IMPROVISES
SALES PATH 0 FOLLOWS
SALES PATH
LITTLE OR NO
PLANNING 0 DETAILED
PLANNING
Confidential - BestWork DATA™ & YPN™ Companies, Inc 9 © 2010 All Rights Reserved

21. Define The Factors
Needed for the Role!
• First identify the
“critical” factors Penny York #40 (#10 a
Western)
DOESN!T
CLOSE SALES 0 STRONG
CLOSER
• Second, identify the 0 COMPLEX
SIMPLE SALE
SALE
PRODUCT
0 SOLUTION
“important” factors
SALE SALE
QUOTE, PRICE
& DELIVERY
SALE
0 PRESENTATION
SALE
SIMPLE COMPLEX
PRODUCT 0 PRODUCT
• And third, identify
KNOWLEDGE KNOWLEDGE
SELLS FIRST 0 RELATIONSHIP
FIRST
the “nice to have” 0
LOW HIGH
PERSUASION PERSUASION
LONG SALES
0 SHORT SALES
factors
CYCLE CYCLE
LITTLE
FOLLOW UP 0 STRONG
FOLLOW UP
DOES NOT WANTS TO
CONTROL
SALES 0 CONTROL
SALES
PROCESS PROCESS
LISTENS MORE 0 TALKS MORE
INDIVIDUAL
EFFORT 0 COLLECTIVE
EFFORT
IMPROVISES
SALES PATH 0 FOLLOWS
SALES PATH
LITTLE OR NO
PLANNING 0 DETAILED
PLANNING
Confidential - BestWork DATA™ & YPN™ Companies, Inc 9 © 2010 All Rights Reserved

22. Define The Factors
Needed for the Role!
• First identify the
“critical” factors Penny York #40 (#10 a
Western)
DOESN!T
CLOSE SALES 0 STRONG
CLOSER
• Second, identify the 0 COMPLEX
SIMPLE SALE
SALE
PRODUCT
0 SOLUTION
“important” factors
SALE SALE
QUOTE, PRICE
& DELIVERY
SALE
0 PRESENTATION
SALE
SIMPLE COMPLEX
PRODUCT 0 PRODUCT
• And third, identify
KNOWLEDGE KNOWLEDGE
SELLS FIRST 0 RELATIONSHIP
FIRST
the “nice to have” 0
LOW HIGH
PERSUASION PERSUASION
LONG SALES
0 SHORT SALES
factors
CYCLE CYCLE
LITTLE
FOLLOW UP 0 STRONG
FOLLOW UP
DOES NOT WANTS TO
CONTROL
SALES 0 CONTROL
SALES
• Is Penny the correct
PROCESS PROCESS
LISTENS MORE 0 TALKS MORE
person for this role? 0
INDIVIDUAL COLLECTIVE
EFFORT EFFORT
IMPROVISES
SALES PATH 0 FOLLOWS
SALES PATH
LITTLE OR NO
PLANNING 0 DETAILED
PLANNING
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23. How Does Penny
Line Up to the Team!
ACME National Sales Team
DOESN!T
CLOSE SALES 2 10 26 7 3 STRONG
CLOSER
SIMPLE SALE 1 14 22 5 5 COMPLEX
SALE
PRODUCT
SALE 1 14 22 5 5 SOLUTION
SALE
QUOTE, PRICE
& DELIVERY
SALE
2 3 7 18 9 8 PRESENTATION
SALE
SIMPLE COMPLEX
PRODUCT
KNOWLEDGE
1 14 22 5 5 PRODUCT
KNOWLEDGE
SELLS FIRST 6 7 22 9 3 1 RELATIONSHIP
FIRST
LOW
PERSUASION 2 10 26 7 3 HIGH
PERSUASION
LONG SALES
CYCLE 11 11 20 5 1 SHORT SALES
CYCLE
LITTLE
FOLLOW UP 1 2 15 17 6 7 STRONG
FOLLOW UP
DOES NOT WANTS TO
CONTROL
SALES 2 10 26 7 3 CONTROL
SALES
PROCESS PROCESS
LISTENS MORE 2 3 7 18 9 8 TALKS MORE
INDIVIDUAL
EFFORT 6 7 22 9 3 1 COLLECTIVE
EFFORT
IMPROVISES
SALES PATH 3 12 17 8 8 FOLLOWS
SALES PATH
LITTLE OR NO
PLANNING 1 2 15 17 6 7 DETAILED
PLANNING
Confidential - BestWork DATA™ & YPN™ Companies, Inc 10 © 2010 All Rights Reserved

24. How Does Penny
Line Up to the Team!
• First identify the
“critical” factors ACME National Sales Team
DOESN!T
CLOSE SALES 2 10 26 7 3 STRONG
CLOSER
SIMPLE SALE 1 14 22 5 5 COMPLEX
SALE
PRODUCT
SALE 1 14 22 5 5 SOLUTION
SALE
QUOTE, PRICE
& DELIVERY
SALE
2 3 7 18 9 8 PRESENTATION
SALE
SIMPLE COMPLEX
PRODUCT
KNOWLEDGE
1 14 22 5 5 PRODUCT
KNOWLEDGE
SELLS FIRST 6 7 22 9 3 1 RELATIONSHIP
FIRST
LOW
PERSUASION 2 10 26 7 3 HIGH
PERSUASION
LONG SALES
CYCLE 11 11 20 5 1 SHORT SALES
CYCLE
LITTLE
FOLLOW UP 1 2 15 17 6 7 STRONG
FOLLOW UP
DOES NOT WANTS TO
CONTROL
SALES 2 10 26 7 3 CONTROL
SALES
PROCESS PROCESS
LISTENS MORE 2 3 7 18 9 8 TALKS MORE
INDIVIDUAL
EFFORT 6 7 22 9 3 1 COLLECTIVE
EFFORT
IMPROVISES
SALES PATH 3 12 17 8 8 FOLLOWS
SALES PATH
LITTLE OR NO
PLANNING 1 2 15 17 6 7 DETAILED
PLANNING
Confidential - BestWork DATA™ & YPN™ Companies, Inc 10 © 2010 All Rights Reserved

25. How Does Penny
Line Up to the Team!
• First identify the
“critical” factors ACME National Sales Team
DOESN!T
CLOSE SALES 2 10 26 7 3 STRONG
CLOSER
• Second, identify the 1 14 22 5 5 COMPLEX
SIMPLE SALE
SALE
PRODUCT
1 14 22 5 5 SOLUTION
“important” factors
SALE SALE
QUOTE, PRICE
& DELIVERY
SALE
2 3 7 18 9 8 PRESENTATION
SALE
SIMPLE COMPLEX
PRODUCT
KNOWLEDGE
1 14 22 5 5 PRODUCT
KNOWLEDGE
SELLS FIRST 6 7 22 9 3 1 RELATIONSHIP
FIRST
LOW
PERSUASION 2 10 26 7 3 HIGH
PERSUASION
LONG SALES
CYCLE 11 11 20 5 1 SHORT SALES
CYCLE
LITTLE
FOLLOW UP 1 2 15 17 6 7 STRONG
FOLLOW UP
DOES NOT WANTS TO
CONTROL
SALES 2 10 26 7 3 CONTROL
SALES
PROCESS PROCESS
LISTENS MORE 2 3 7 18 9 8 TALKS MORE
INDIVIDUAL
EFFORT 6 7 22 9 3 1 COLLECTIVE
EFFORT
IMPROVISES
SALES PATH 3 12 17 8 8 FOLLOWS
SALES PATH
LITTLE OR NO
PLANNING 1 2 15 17 6 7 DETAILED
PLANNING
Confidential - BestWork DATA™ & YPN™ Companies, Inc 10 © 2010 All Rights Reserved

26. How Does Penny
Line Up to the Team!
• First identify the
“critical” factors ACME National Sales Team
DOESN!T
CLOSE SALES 2 10 26 7 3 STRONG
CLOSER
• Second, identify the 1 14 22 5 5 COMPLEX
SIMPLE SALE
SALE
PRODUCT
1 14 22 5 5 SOLUTION
“important” factors
SALE SALE
QUOTE, PRICE
& DELIVERY
SALE
2 3 7 18 9 8 PRESENTATION
SALE
SIMPLE COMPLEX
PRODUCT 1 14 22 5 5 PRODUCT
• And third, identify
KNOWLEDGE KNOWLEDGE
SELLS FIRST 6 7 22 9 3 1 RELATIONSHIP
FIRST
the “nice to have” 2 10 26 7 3
LOW HIGH
PERSUASION PERSUASION
LONG SALES
11 11 20 5 1 SHORT SALES
factors
CYCLE CYCLE
LITTLE
FOLLOW UP 1 2 15 17 6 7 STRONG
FOLLOW UP
DOES NOT WANTS TO
CONTROL
SALES 2 10 26 7 3 CONTROL
SALES
PROCESS PROCESS
LISTENS MORE 2 3 7 18 9 8 TALKS MORE
INDIVIDUAL
EFFORT 6 7 22 9 3 1 COLLECTIVE
EFFORT
IMPROVISES
SALES PATH 3 12 17 8 8 FOLLOWS
SALES PATH
LITTLE OR NO
PLANNING 1 2 15 17 6 7 DETAILED
PLANNING
Confidential - BestWork DATA™ & YPN™ Companies, Inc 10 © 2010 All Rights Reserved

27. How Does Penny
Line Up to the Team!
• First identify the
“critical” factors ACME National Sales Team
DOESN!T
CLOSE SALES 2 10 26 7 3 STRONG
CLOSER
• Second, identify the 1 14 22 5 5 COMPLEX
SIMPLE SALE
SALE
PRODUCT
1 14 22 5 5 SOLUTION
“important” factors
SALE SALE
QUOTE, PRICE
& DELIVERY
SALE
2 3 7 18 9 8 PRESENTATION
SALE
SIMPLE COMPLEX
PRODUCT 1 14 22 5 5 PRODUCT
• And third, identify
KNOWLEDGE KNOWLEDGE
SELLS FIRST 6 7 22 9 3 1 RELATIONSHIP
FIRST
the “nice to have” 2 10 26 7 3
LOW HIGH
PERSUASION PERSUASION
LONG SALES
11 11 20 5 1 SHORT SALES
factors
CYCLE CYCLE
LITTLE
FOLLOW UP 1 2 15 17 6 7 STRONG
FOLLOW UP
DOES NOT WANTS TO
CONTROL
SALES 2 10 26 7 3 CONTROL
SALES
• * Penny’s place on
PROCESS PROCESS
LISTENS MORE 2 3 7 18 9 8 TALKS MORE
the team INDIVIDUAL
EFFORT 6 7 22 9 3 1 COLLECTIVE
EFFORT
IMPROVISES
SALES PATH 3 12 17 8 8 FOLLOWS
SALES PATH
LITTLE OR NO
PLANNING 1 2 15 17 6 7 DETAILED
PLANNING
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28. Confidential - BestWork DATA™ & YPN™ Companies, Inc 11 © 2010 All Rights Reserved

29. You can now screen the field!
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30. New Screened Results!
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31. Oops! OK!
New Screened Results!
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32. Parting Question?
Do want to fill your
company with
“Stars ”?
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33. Parting Question?
Do want to fill your
company with
“Stars ”?
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34. Find out how to select
Star Performers…
YPN™ Companies, Inc
1720 Mars Hill Rd NW, Suite 8-325
Acworth, GA 30101
Info@YPNcompanies.com
678-389-6704
Confidential - BestWork DATA™ & YPN™ Companies, Inc 14 © 2010 All Rights Reserved

35. Find out how to select
Star Performers…
YPN™ Companies, Inc
1720 Mars Hill Rd NW, Suite 8-325
Acworth, GA 30101
Info@YPNcompanies.com
678-389-6704
Confidential - BestWork DATA™ & YPN™ Companies, Inc 14 © 2010 All Rights Reserved