unlock the power of behavioural and psychometric profiling
TRANSCRIPT
Developing Your People Accelerating Your Growth
1
Developing Your People Accelerating Your Growth
Unlock the power of Behavioural and Psychometric Profiling
MARK ERSKINE
Developing Your People Accelerating Your Growth
2
Developing Your People Accelerating Your Growth
Sales – art or science?Process or natural
gift?
Developing Your People Accelerating Your Growth
3
Developing Your People Accelerating Your Growth
60% of a typical purchasing decision takes place before
even having a conversation with a
supplier CEB
90% of B2B buyers say when they are ready to buy they’ll contact you
Earnest
In 2007 it took 3.68 calls to reach a prospect – now it
takes 8Telent & Ovation Sales Group
90% of Buying decisions are based on internet research
Gartner
73% of decision makers won’t accept an
inbound call Market Transformations Research
AVERAGEWORLD CLASS
46% of sales people now typically miss target
each year!CSO Insights
Developing Your People Accelerating Your Growth
4
Developing Your People Accelerating Your Growth
Time to take a good look at
your processes and methods
Developing Your People Accelerating Your Growth
5
Developing Your People Accelerating Your Growth Behavioural & Psychometric
Profiling
5
Competency Development
Recruitment & Assessment
Adaptive Selling
Developing Your People Accelerating Your Growth
6
Developing Your People Accelerating Your Growth
Relationship & Solution Selling
Born: 1970’sDied: 2011
Sales Methodologies of choice
Developing Your People Accelerating Your Growth
7
Developing Your People Accelerating Your Growth
“What’s the secret of sales success?
If you’re like most business leaders,
you’d say it’s fundamentally about
relationships
– and you’d be wrong”
Developing Your People Accelerating Your Growth
8
Developing Your People Accelerating Your Growth 5 Profile Types of Sales Reps
HARD WORKER
CHALLENGERPROBLEMSOLVER
RELATIONSHIPBUILDER
LONE WOLF
RELATIONSHIPBUILDER
Developing Your People Accelerating Your Growth
Sample Presentation Name 9
Developing Your People Accelerating Your Growth
March 2014
Developing Your People Accelerating Your Growth
10
Developing Your People Accelerating Your Growth And yet.... we know more
about the Brain....
WHY PROFILING?
Developing Your People Accelerating Your GrowthDeveloping Your People Accelerating Your Growth
11
Psychometrics in Recruitment & Assessment
Re-recruit if it goes wrong!
Missed Opportunities
while up-skilling
Sales Funnel Ramp-up = lower
productivity
Recruitment Advertising
Agency Fees
Management Time
The cost of getting it wrong is equivalent to a Salesperson’s
Annual Salary
Induction & Product Training
Developing Your People Accelerating Your Growth
12
Developing Your People Accelerating Your Growth
Developing Your People Accelerating Your Growth
13
Developing Your People Accelerating Your Growth
Developing Your People Accelerating Your Growth
14
Developing Your People Accelerating Your Growth Competency Development
Identifying Needs
Working Collaboratively
DeliveringResults
Being Disciplined
Closing Deals Developing
Solutions
Building Relationships
Staying Positive
Measure the “leading” indicators of competency Not just the “lag” indicators of results
Developing Your People Accelerating Your Growth
15
Developing Your People Accelerating Your Growth
Adaptive Selling
Developing Your People Accelerating Your Growth
16
Developing Your People Accelerating Your GrowthFour “Windows” or Orientations
La Rotunda, Vicenza, Italy
Developing Your People Accelerating Your Growth
17
Developing Your People Accelerating Your Growth
The
Circumplex
Developing Your People Accelerating Your Growth
18
Developing Your People Accelerating Your Growth
Visual and working
environment clues to
identify the style
Developing Your People Accelerating Your Growth
19
Developing Your People Accelerating Your Growth
Sales Strengths
Confirming CapitalizingModerating
BridgingExtendingSupporting
Developing Your People Accelerating Your Growth
20
Developing Your People Accelerating Your Growth Adapting your style
What makes this person
comfortable or uncomfortable
How this person wants
to be seen
What this person wants
to know
Developing Your People Accelerating Your GrowthDeveloping Your People Accelerating Your Growth
21
“Adapting” at every stage
Research & Planning
Discovery Meeting
Presenting
Closing
Negotiating
Prospecting approach
Developing Your People Accelerating Your Growth
22
Developing Your People Accelerating Your Growth
Developing Your People Accelerating Your Growth
23
Developing Your People Accelerating Your Growth
March 2014 23
Relationship & Solution Selling
Born: 1970’sDied: 2011
Sales Methodologies of choice
Developing Your People Accelerating Your Growth
Sample Presentation Name 24
Developing Your People Accelerating Your Growth
March 2014
“People will forget what you said.....
People will forget what you did.....
But people will never forget the way you made them feel”
Developing Your People Accelerating Your Growth
Sample Presentation Name 25
Developing Your People Accelerating Your Growth
March 2014
ANY QUESTIONS?