core value propositions july 2011 v4(lm) (4)
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TRANSCRIPT
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V1.1
SalesAssessment.com
We work with forward thinking individuals and organisations.....
Presented by : Larry Morris
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V1.1
Shown to deliver significant business growth
Delivers fully objective results for 1 or many
Works for hiring, development, promotion
Proven ‘predictive accuracy’
‘Externally benchmarked’ sales test
Role Specific Assessment for sales
Complete on-line sales assessment
With a unique offering
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V1.1
Across worldwide customers
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V1.1
Right people to drive change??
Winning & maintaining key accounts
Competition
Declining or Flattening revenues
Changing market
Market Challenges
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Data extracted from Sales Performance Optimization: 2010 KEY Trends Analysis (DowJones )
To address current challenges
% Sales People Achieving Targets
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V1.1
At an ‘interesting’ time for business
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V1.1
Delivering the critical missing factor
Growth
Process Structure Talent
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V1.1
Changing markets
Declining revenues
Competition
Key Account challenges
Mix of capabilities
Impact on Sales Teams
Changing customer expectations
Fighting for market share
Buyer in control
Focus on delivering Value
Targeted development
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V1.1
Maximize sales revenue – 67%* more revenue per head
Drive sustainable sales change
Optimise sales organisation – return & profitability
*McKinsey ‘War for Talent 2000’
Why & Why Now?
• What makes this possible.....
New Thinking and New Tools
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V1.1
SkillSkill BehaviourBehaviour
MotivationMotivation Critical ReasoningCritical
Reasoning
Account ManagerAccount Manager
Solution SellingSolution Selling
Key Account ManagerKey Account Manager
Outside World High Achievers
Cultural FitCultural Fit
On-line Sales Talent Assessment
…Plus 12 others…Plus 12 others
Role BasedBenchmarked
High Five Assessment CriteriaHigh Five Assessment Criteria
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V1.1
Competencies Measured
Solution Selling• Behaviour (Comfort)Sales ConfidenceSales DriveListeningMaking ContactBuilding DesireCreating OptionsPresentingClosing the Sale• Critical Reasoning (Ability)Numerical Critical ReasoningVerbal Critical Reasoning
• Skills (Capability)Communicating & Working with PeopleDelivering & InnovatingUnderstanding & Managing in BusinessProposition DevelopmentRelationship ManagementCustomer EngagementBenefit RealizationWork Mode
Sales Manager• Behaviour (Comfort)LeadershipPlanning & OrganizingPersuasiveProblem Solving & AnalysisOral CommunicationsCommercial AwarenessAction OrientationInterpersonal SensitivityResilience• Critical Reasoning (Ability)Numerical Critical ReasoningVerbal Critical Reasoning
• Skills (Capability)Communicating & Working with PeopleDelivering & InnovatingUnderstanding & Managing in BusinessBenefit RealizationOrganization & People ChangeBusiness Planning & StrategyManaging the Customer Engagement Process
Account Manager• Behaviour (Comfort)Sales ConfidenceAdaptabilityListeningDeveloping a Game PlanMaking ContactBuilding DesireCreating OptionsSatisfying the customerManaging and Growing
• Critical Reasoning (Ability)Numerical Critical ReasoningVerbal Critical Reasoning
• Skills (Capability)Core Business skillsEngaging the customerDetermining customer needsDeveloping the PropositionEvidencing the BenefitsNegotiating and Closing
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V1.1
Low Skills High
Behaviour =High
Potential
High Skills , High
Behaviour = High
Performer
Low SkillsLow
Behaviour = High Risk
High Skills Low
Behaviour =High
Investment
The Sales Talent Performance Matrix
HIGH
LOW HIGH
SKILLS
ROLE FIT
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V1.1
Focus on Develop
ment
Focus on Retentio
nHigh
Performer
Focus on Redeployment
Focus on Coachin
g
The Sales Talent Development Matrix
HIGH
LOW HIGH
SKILLS
BEHAVIOUR
1 month
1 month 1 year
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V1.1
The Management Overview Report
Not Comfortable Key Skills out of Range
Critical Reasoning
out of Range
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V1.1
The Management Information Report
Out of Range Critical ReasoningOut of Range Skills In Range Behaviour
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V1.1
The Management Information Report
In Range Critical ReasoningOut of Range Skills In Range Behaviour
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V1.1
Benchmark Critical ReasoningBenchmark Skills In Range Behaviour
High Achiever
The Management Information Report
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V1.1
The Skills Development Report
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V1.1
The Management Information Report
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V1.1
The Behaviour Report
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V1.1
The Management Information Report
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V1.1
The Motivator Report
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V1.1
Real World Value
What some of our customers are saying about Sales Talent Assessment:
# “Sales Talent Assessment is a very comprehensive tool that plays an important part in the way we hire and develop our customer-facing people.”Tracy Glende, President - Aerospace, Defense & Energy, Bodycote Plc.
# “We now use Sales Talent Assessment throughout QlikTech Europe for development, to ensure our budget is spent on the areas that generate most return...”Anna Kjellberg, – VP Global HR & People Development, QlikTech.
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V1.1
Real World Accuracy
# “The Sales Talent Assessment reports have enabled the management team to address the developmental needs of each member of the team individually and assist them in maximizing their sales potential.”Karen Botma, National Sales Manager, OmniMed, South Africa
# Case Studies available
Only very high cost and complex assessment centres exceed the predictive accuracy of Sales Talent Assessment.
Validated by SHL 2007
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V1.1
Changing market
Declining Revenues
Competition
Winning and maintaining key accounts
Right People in the Right Roles
Right Skills Right Behaviours
to Drive Sustainable Change
Solution to the Challenges