Talent Ready- MHI Global

Copyright © MHI Global Inc. All Rights Reserved.
Talent ReadyTM
Thomas J. Williams
Consulting Partner, Sales Performance
Thomas.Williams@mhiglobal.com
Office: 480-488-3639
Cell: 951-515-8159
June 2016

TALENT READYTM
Are you Talent ReadyTM?
Talent ReadyTM Solutions
Specific impact of appropriate Talent
Management
The Talent ReadyTM Matrix
AGENDA 2

TALENT READYTM
Customers wrestle with talent-related questions in a variety of ways,
but ultimately it comes down to one simple question…
“…AM I
TALENT
READY?”
“Do I have the right team in the field?”
“I simply cannot miss on this hire.”
“Our Sales Managers are more like ‘Super
Sellers’ than ‘Super Developers’.”
“How do we stack up
compared to ________?”
“HR needs to send us better people.”
“We’ve got a lot of challenges –
I’m not sure where to begin.”
SOUND FAMILIAR? 3

TALENT READYTM
Increasing demand, decreasing supply, heightened needs and greater cost
underscores the pressure to make wise “investment” in your talent.
2x
Sales turnover vs.
workforce (and
increasing)
67%
Plan to add sales
staff next year
4.8%
Projected US
unemployment
4Q2016
KEY
CONCERN
Skills a
2/3
Chance you are
a DISENGAGED
US Worker
2/3Sales orgs,
hiring needs
improvement
DO NOT
use assessments
$2bn
In annual spend
-73% of CEOs
almost
53% of sales orgs
THE ECONOMY OF SALES TALENT 4

TALENT READYTM
What can they do?
THEIR CAPABILITY
What is their upside?
THEIR POTENTIAL
1. 2.
Fundamentally, talent readiness is being able to answer two questions –
about your organization, about teams, and about the individuals throughout:
Key Questions 5

TALENT READYTM
Management
AGENDA 6

TALENT READYTM
Service
Leadership
Talent
Insight
Executve
Leadership
Talent
Insight
Sales
Leadership
Talent
Insight
Custom
Assessment
Insight
Outliers
TALENT
READYTM
OFFERING
Sales/Service
Talent
Insight
Sales Skills
ONLINE
SEA
Sales Talent
ONLINE
PSP
Leadership
Individual performers
Talent ReadyTM solutions
quantify the skills and talents
of individuals in your
workforce, determining how
human capital characteristics
impact business performance.
With tools optimized for Leaders
and for Individual Performers,
these assessments are designed
for development and selection
based on excellence – inside and
outside of your organization.
THE TALENT READYTM ASSESSMENT
PORTFOLIO 7

TALENT READYTM
Relationship
Management
Opportunity
Management
Opportunity
Identification
Understands Industries
Understands Customer Types
Identifies Leads
Track Leads
Selects Appropriate Prospects
Understands Prospect Company
Effectively Presents Products
Communicates with Key Buyers
Understands Buying Motives
Understands Issues & Motivations
Negotiates Strategically/Tactically
Manages the Closing Process
Makes the Close
Initial Delivery
Ongoing Support
Maintains the Relationship
Expand the Service
Sales Skills
ONLINE
SEA
Quantifying the skills critical for sales success in your organization
SALES EXCELLENCE ASSESSMENT 8

TALENT READYTM
Sales Skills
ONLINE
SEA
Online sales skill measurement and
prioritization
Baseline of Skill Execution
180 ° Feedback and Coaching
Determine Sales Manager
and Team Alignment
Benchmark and Measure Progress
Diagnose skill gaps for training
and coaching
SALES EXCELLENCE ASSESSMENT 9

TALENT READYTM
Pre-screening Job Matching On-boarding
Managing
performance
Maximizing
Potential
Sales Talent
ONLINE
PSP
By capturing learning style, behavioral tendencies
and occupational interests, the PSP provides
provide key insights impacting an employee’s
journey from selection to on the job development.
Understanding the tendencies of top performers
to indicate an individual’s future behavior
PREDICTIVE SALES PERFORMANCE 10

TALENT READYTM
PREDICTIVE SALES PERFORMANCE:
ONLINE TALENT MEASUREMENT
Sales Talent
ONLINE
PSP
Rapid Deployment and Feedback
Talent Assessment Compared
to Top Performers
Predicts Success across Predicts Success
across Learning Style, Occupational
Interests, Occupational Interests
Placement tool to select more
like the best
Coaching tool for behavioral strengths
and weaknesses
11

TALENT READYTM
Executve
Leadership
Talent
Insight
Service
Leadership
Talent
Insight
Sales
Leadership
Talent
Insight
Sales
Talent
Insight
Service
Talent
Insight
Custom
Assessment
Insight
Outliers
Insight Family
of Assessments
INSIGHT
Call Center
Admin Support
Service Associate
Team Leader
Sales Director
VP Sales
Inside Sales
Account Exec
Executive Sales
Driver
Marketer
Hotel Manager
Supervisor
Manager
Director
VP
President
CEO, CxO
INSIGHT ASSESSMENTS: QUANTIFYING
EXCELLENCE IN LEADERS AND INDIVIDUAL
PERFORMERS 12

TALENT READYTM
Insight Family
of Assessments
INSIGHT
Based on decades of studying top
performers in key job families, the
TwentyEighty Insight assessments
quantify an individual’s talent as
compared to the best we have
researched across a broad
spectrum of LEADERSHIP and
INDIVIDUAL PERFORMER roles.
This provides an organization an
individual’s measure of potential for
excellence as compared to a
company’s best as well as the top
we have researched.
30 years of studying outliers
(2015 - IBM / Kenexa acquisition)
Different instruments for
different role types
Benchmarks – internal and external
Person-to-person, individualized
Beyond style – how “well” a person is likely
to perform
Development and Selection
INSIGHT FAMILY OF ASSESSMENTS:
HIGH-TOUCH INSTRUMENTS FOR
HIGH-STAKES SCENARIOS 13

TALENT READYTM
Leadership
Professional
Front Line
Executive Leadership
Executive Sales Leadership
Director / Senior Manager
Manager
Supervisor
Hospitality Manager
Marketing Professional
Sr. Outside Sales
Consultant
Inside Sales
Outside Sales
Sales Executive
Customer Service
Custom
INSIGHT ASSESSMENTS:
Multiple Instruments, Consistent Methodology
Insight Family
of Assessments
INSIGHT
14

TALENT READYTM
Management
AGENDA 15

TALENT READYTM
Insights from our 2015 Sales Best Practices Survey
Why are Sales Assessment tools important?
World All
Class Others
► Before making a final hiring decision in our sales organization,
we assess all candidates using a standardized assessment tool. 68% vs. 33%
► We know why our top performers are successful. 92% vs. 41%
► We leverage the best practices of our top performers
to improve everyone else. 89% vs. 29%
► Our process for getting new hires to full productivity
is highly effective. 73% vs. 21%
► Our organization requires the sales force to regularly
participate in professional development programs. 71% vs. 35%
► When we lose a high-performing salesperson,
we always know the reasons why. 73% vs. 36%
► Our performance review process helps improve the
sales force's job performance. 81% vs. 30%
► We proactively terminate poor performers. 58% vs. 29%
16

TALENT READYTM
Sales representatives from a Fortune 100 Company who were rated as “A” on
the assessment averaged three times as much annual revenue as those who
were rated as “C” and more than twice as much as those rated as “B”.
3,000,000
2,500,000
2,000,000
1,500,000
1,000,000
500,000
Sales representatives average annual sales
$2,700,000
$1,200,000
$900,000
A: Recommended B: Conditional C: Not Recommended
FORTUNE 100 COMPANY:
EXEC SALES PERFORMANCE 17

TALENT READYTM
A large restaurant company lowered its General Manager annual turnover from 60% to
11%, reducing its annual costs of hiring replacements by more than $3,000,000 in the
18 months after implementation of Talent ReadyTM assessments..
$3,762,000.00
$714,000.00
$0.00
$500,000.00
$1,000,000.00
$1,500,000.00
$2,000,000.00
$2,500,000.00
$3,000,000.00
$3,500,000.00
$4,000,000.00
Before Talent Ready Assessment 18 Months After Implementation
Cost of Turnover
GENERAL MANAGER 1ST YEAR
TURNOVER SAVINGS 18

TALENT READYTM
In a Fortune 1000 company, Sales Representatives that were rated as “A”
sold 6.1% more than those that were rated as a “B” and 17.6% more than those rated as a “C”
$710,165
$668,777
$604,039
$550,000
$600,000
$650,000
$700,000
$750,000
A B C
Assessment Classification
B2B INSIDE SALES REPRESENTATIVE
AVERAGE ANNUAL SALES PERFORMANCE 19

TALENT READYTM
Management
AGENDA 20

TALENT READYTM
TALENT READYTM SOLUTIONS MATRIX
Insight Family
of Assessments
INSIGHT
Sales Skills
ONLINE
SEA
Sales Talent
ONLINE
PSP
Assesses innate talent,
compared to top performers.
High touch for high stakes.
Leadership (Entry to Executive),
multiple sales / service
English, translation for fee
Person-to-person,
phone or f2f
Graph, optional custom
report, optional feedback
Yes, internal and external
$250 - $2500 per assessment,
depending on role
Measures sales skills
against competencies
Frontline sales roles
Multiple Languages
Online
Auto-generated reports, 3
levels, optional results review
Yes, internal only
$1500 set up, $200 per
assessment, significant
volume discounts
Web-based screening
of sales potential
Multiple sales roles
Multiple Languages
Online
Auto-generated
reports, 9 available
Yes, internal for top
performers or role bases
$1500 set up, $250 per
assessment, significant
volume discounts
Roles
Languages
Mode
Deliverables
Benchmarks
Costs
21

TALENT READYTM
THE BEST WAY TO PREDICT
THE FUTURE IS TO CREATE IT
Mike Wirth
VP Talent Analytics, TwentyEighty
mike.wirth@twentyeighty.com
402.730.8879
LET’S GET STARTED…
22

Talent Ready- MHI Global

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