maximizing profits by hiring and developing a winning sales team

Maximizing Profits by Hiring and Developing a Winning Sales Team

Somdev ChaudhuriHead – Assessment Products, MeritTrac Services

Wrong hires are the single highest hidden cost in any business…More so in Sales Roles

Salary and running costs, the recruitment

fees, training costs and expenses pale into

insignificance when you compare the HIDDEN COSTS OF A BAD HIRE

To add to it, High Employee Turnover Impacts Relationships and Long Term Business Potential

voluntary and involuntary sales representative turnover rate

Because organizations are not placing the right people into the right jobs

Keeping the sales team engaged and motivated while retaining the organization’s culture is a key challenge for many organizations

28%

There is a Need to Understand Diverse Requirements for Each Sales Role

Key to Successful Hiring for Sales Role

Continuous development

through personalised

training

Probing to know more about the candidate

Measuring current and

future potential

Assess Behaviour & Knowledge to ascertain fitment with organization and it sales methodology

Scientifically Designed Sales Assessments provides the necessary information

• Relatively stable characteristics that do not change easily over time

Sales Personality

• Understanding of effective behaviors and strategies at key stages of the sales cycle

Sales Knowledge

• Personal motivators to help in managing and motivating the candidate

Sales Motivations

Key Personality Characteristics to be Measured

• Weighted Personality Characteristics

• Energy

• Follow Through

• Optimism

• Resilience

• Assertiveness

• Sociability

• Expressiveness

• Serious-Minded

• Additional characteristics:

• Self-Reliant

• Accommodating

• Positive about people

* test showcase here is SalesMax

Sample QuestionsPersonality


Importance of Measuring Sales Knowledge

Sales knowledge – scenario based, informational & non evaluative (does not impact success index)

• Prospecting/Pre-qualifying

• First Meeting/Impressions

• Probing/Presenting

• Overcoming Objections

• Influencing/Convincing

• Closing Candidate results normed in relation to experienced,

sales representatives


Sample QuestionsSales Knowledge


Motivation is a Key Aspect of Any Sales Team

• Need to understand what motivates the sales team

• Sales motivations - forced ranking • Recognition/Attention• Control• Money• Freedom• Developing Expertise

• Informational and non evaluative (does not impact success index)

• Candidate results indicate highest and lowest motivational areas


Sample QuestionsMotivations


Selection Report

• Selection Advice• Overall recommendation

• Insights into assets and liabilities

• Personal motivators for managing and motivating the candidate

• Interview Probes

• Reference Probes

• Management Suggestions


Selection Advice

Success Index – quickly

gauge the candidate’s

sales potential

Strengths & Weaknesses

• Personality Insights

• Sales Motivation

• Sales Knowledge


Interview Probes

Interview Probes are

provided for any area

where the candidate

scored outside of the

desired range.


Reference Probes

Reference Probes

are provided for any area

where the candidate

scored outside of the

desired range.


Management Suggestions

Management

Suggestions provide

guidance for potential

problem areas.


Development Report

• Development Reports Include:

• Graphic Profile

• Detailed Feedback

• Developmental Suggestions

• Action Plan Guidance


Development Report

Detailed feedback helps

the employee recognize

areas of strength and

potential development

needs.

For any area where the

employee scored outside

of the desired range, a

Developmental

Suggestion is provided.


Developmental Action Plan Guidance

The report gives

guidance for writing a

personal Action Plan

which capitalizes on

strengths and helps to

manage weaknesses

and close gaps.


Thank [email protected]

maximizing profits by hiring and developing a winning sales team

Recruiting & HR