Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

Your NEW Talent Selection Process?

1

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

Your Last Hires!2

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

Your Last Hires!2

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

Past Results!3

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

Past Results!3

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

Past Results!OK!

3

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

Past Results!Oops! OK!

3

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

How do you select the RIGHT

person for the right job?

4

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

Many applied?5

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

Many applied?5

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

Do they have the CRITICAL factors?

6

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Screen first… then Select!

7

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

What’s Great Service?

8

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

What’s Great Service?• What critical factors

are needed for a 15% tip for the waiter?

8

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

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?

8

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

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?

8

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

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?

8

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

DOESN!T

CLOSE SALES 0STRONG

CLOSER

SIMPLE SALE 0COMPLEX

SALE

PRODUCT

SALE 0SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE0

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE0

COMPLEX

PRODUCT

KNOWLEDGE

SELLS FIRST 0RELATIONSHIP

FIRST

LOW

PERSUASION 0HIGH

PERSUASION

LONG SALES

CYCLE 0SHORT SALES

CYCLE

LITTLE

FOLLOW UP 0STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

0

WANTS TO

CONTROL

SALES

PROCESS

LISTENS MORE 0 TALKS MORE

INDIVIDUAL

EFFORT 0COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 0FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 0DETAILED

PLANNING

Penny York #40 (#10 Western)a

Define The Factors Needed for the Role!

9

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

DOESN!T

CLOSE SALES 0STRONG

CLOSER

SIMPLE SALE 0COMPLEX

SALE

PRODUCT

SALE 0SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE0

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE0

COMPLEX

PRODUCT

KNOWLEDGE

SELLS FIRST 0RELATIONSHIP

FIRST

LOW

PERSUASION 0HIGH

PERSUASION

LONG SALES

CYCLE 0SHORT SALES

CYCLE

LITTLE

FOLLOW UP 0STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

0

WANTS TO

CONTROL

SALES

PROCESS

LISTENS MORE 0 TALKS MORE

INDIVIDUAL

EFFORT 0COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 0FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 0DETAILED

PLANNING

Penny York #40 (#10 Western)a

Define The Factors Needed for the Role!

9

• First identify the “critical” factors

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

DOESN!T

CLOSE SALES 0STRONG

CLOSER

SIMPLE SALE 0COMPLEX

SALE

PRODUCT

SALE 0SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE0

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE0

COMPLEX

PRODUCT

KNOWLEDGE

SELLS FIRST 0RELATIONSHIP

FIRST

LOW

PERSUASION 0HIGH

PERSUASION

LONG SALES

CYCLE 0SHORT SALES

CYCLE

LITTLE

FOLLOW UP 0STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

0

WANTS TO

CONTROL

SALES

PROCESS

LISTENS MORE 0 TALKS MORE

INDIVIDUAL

EFFORT 0COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 0FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 0DETAILED

PLANNING

Penny York #40 (#10 Western)a

Define The Factors Needed for the Role!

9

• First identify the “critical” factors

• Second, identify the “important” factors

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

DOESN!T

CLOSE SALES 0STRONG

CLOSER

SIMPLE SALE 0COMPLEX

SALE

PRODUCT

SALE 0SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE0

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE0

COMPLEX

PRODUCT

KNOWLEDGE

SELLS FIRST 0RELATIONSHIP

FIRST

LOW

PERSUASION 0HIGH

PERSUASION

LONG SALES

CYCLE 0SHORT SALES

CYCLE

LITTLE

FOLLOW UP 0STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

0

WANTS TO

CONTROL

SALES

PROCESS

LISTENS MORE 0 TALKS MORE

INDIVIDUAL

EFFORT 0COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 0FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 0DETAILED

PLANNING

Penny York #40 (#10 Western)a

Define The Factors Needed for the Role!

9

• First identify the “critical” factors

• Second, identify the “important” factors

• And third, identify the “nice to have” factors

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

DOESN!T

CLOSE SALES 0STRONG

CLOSER

SIMPLE SALE 0COMPLEX

SALE

PRODUCT

SALE 0SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE0

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE0

COMPLEX

PRODUCT

KNOWLEDGE

SELLS FIRST 0RELATIONSHIP

FIRST

LOW

PERSUASION 0HIGH

PERSUASION

LONG SALES

CYCLE 0SHORT SALES

CYCLE

LITTLE

FOLLOW UP 0STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

0

WANTS TO

CONTROL

SALES

PROCESS

LISTENS MORE 0 TALKS MORE

INDIVIDUAL

EFFORT 0COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 0FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 0DETAILED

PLANNING

Penny York #40 (#10 Western)a

Define The Factors Needed for the Role!

9

• First identify the “critical” factors

• Second, identify the “important” factors

• And third, identify the “nice to have” factors

• Is Penny the correct person for this role?

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

DOESN!T

CLOSE SALES 2 10 26 7 3STRONG

CLOSER

SIMPLE SALE 1 14 22 5 5COMPLEX

SALE

PRODUCT

SALE 1 14 22 5 5SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE2 3 7 18 9 8

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE1 14 22 5 5

COMPLEX

PRODUCT

KNOWLEDGE

SELLS FIRST 6 7 22 9 3 1RELATIONSHIP

FIRST

LOW

PERSUASION 2 10 26 7 3HIGH

PERSUASION

LONG SALES

CYCLE 11 11 20 5 1SHORT SALES

CYCLE

LITTLE

FOLLOW UP 1 2 15 17 6 7STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

2 10 26 7 3

WANTS TO

CONTROL

SALES

PROCESS

LISTENS MORE 2 3 7 18 9 8 TALKS MORE

INDIVIDUAL

EFFORT 6 7 22 9 3 1COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 3 12 17 8 8FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 1 2 15 17 6 7DETAILED

PLANNING

ACME National Sales Team

How Does Penny Line Up to the Team!

10

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

DOESN!T

CLOSE SALES 2 10 26 7 3STRONG

CLOSER

SIMPLE SALE 1 14 22 5 5COMPLEX

SALE

PRODUCT

SALE 1 14 22 5 5SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE2 3 7 18 9 8

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE1 14 22 5 5

COMPLEX

PRODUCT

KNOWLEDGE

SELLS FIRST 6 7 22 9 3 1RELATIONSHIP

FIRST

LOW

PERSUASION 2 10 26 7 3HIGH

PERSUASION

LONG SALES

CYCLE 11 11 20 5 1SHORT SALES

CYCLE

LITTLE

FOLLOW UP 1 2 15 17 6 7STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

2 10 26 7 3

WANTS TO

CONTROL

SALES

PROCESS

LISTENS MORE 2 3 7 18 9 8 TALKS MORE

INDIVIDUAL

EFFORT 6 7 22 9 3 1COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 3 12 17 8 8FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 1 2 15 17 6 7DETAILED

PLANNING

ACME National Sales Team

How Does Penny Line Up to the Team!

10

• First identify the “critical” factors

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

DOESN!T

CLOSE SALES 2 10 26 7 3STRONG

CLOSER

SIMPLE SALE 1 14 22 5 5COMPLEX

SALE

PRODUCT

SALE 1 14 22 5 5SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE2 3 7 18 9 8

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE1 14 22 5 5

COMPLEX

PRODUCT

KNOWLEDGE

SELLS FIRST 6 7 22 9 3 1RELATIONSHIP

FIRST

LOW

PERSUASION 2 10 26 7 3HIGH

PERSUASION

LONG SALES

CYCLE 11 11 20 5 1SHORT SALES

CYCLE

LITTLE

FOLLOW UP 1 2 15 17 6 7STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

2 10 26 7 3

WANTS TO

CONTROL

SALES

PROCESS

LISTENS MORE 2 3 7 18 9 8 TALKS MORE

INDIVIDUAL

EFFORT 6 7 22 9 3 1COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 3 12 17 8 8FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 1 2 15 17 6 7DETAILED

PLANNING

ACME National Sales Team

How Does Penny Line Up to the Team!

10

• First identify the “critical” factors

• Second, identify the “important” factors

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

DOESN!T

CLOSE SALES 2 10 26 7 3STRONG

CLOSER

SIMPLE SALE 1 14 22 5 5COMPLEX

SALE

PRODUCT

SALE 1 14 22 5 5SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE2 3 7 18 9 8

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE1 14 22 5 5

COMPLEX

PRODUCT

KNOWLEDGE

SELLS FIRST 6 7 22 9 3 1RELATIONSHIP

FIRST

LOW

PERSUASION 2 10 26 7 3HIGH

PERSUASION

LONG SALES

CYCLE 11 11 20 5 1SHORT SALES

CYCLE

LITTLE

FOLLOW UP 1 2 15 17 6 7STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

2 10 26 7 3

WANTS TO

CONTROL

SALES

PROCESS

LISTENS MORE 2 3 7 18 9 8 TALKS MORE

INDIVIDUAL

EFFORT 6 7 22 9 3 1COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 3 12 17 8 8FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 1 2 15 17 6 7DETAILED

PLANNING

ACME National Sales Team

How Does Penny Line Up to the Team!

10

• First identify the “critical” factors

• Second, identify the “important” factors

• And third, identify the “nice to have” factors

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

DOESN!T

CLOSE SALES 2 10 26 7 3STRONG

CLOSER

SIMPLE SALE 1 14 22 5 5COMPLEX

SALE

PRODUCT

SALE 1 14 22 5 5SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE2 3 7 18 9 8

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE1 14 22 5 5

COMPLEX

PRODUCT

KNOWLEDGE

SELLS FIRST 6 7 22 9 3 1RELATIONSHIP

FIRST

LOW

PERSUASION 2 10 26 7 3HIGH

PERSUASION

LONG SALES

CYCLE 11 11 20 5 1SHORT SALES

CYCLE

LITTLE

FOLLOW UP 1 2 15 17 6 7STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

2 10 26 7 3

WANTS TO

CONTROL

SALES

PROCESS

LISTENS MORE 2 3 7 18 9 8 TALKS MORE

INDIVIDUAL

EFFORT 6 7 22 9 3 1COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 3 12 17 8 8FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 1 2 15 17 6 7DETAILED

PLANNING

ACME National Sales Team

How Does Penny Line Up to the Team!

10

• First identify the “critical” factors

• Second, identify the “important” factors

• And third, identify the “nice to have” factors

• * Penny’s place on the team

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved 11

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

You can now screen the field!11

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

New Screened Results!12

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

New Screened Results!Oops! OK!

12

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

Parting Question?

Do want to fill your company with “Stars ”?

13

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

Parting Question?

Do want to fill your company with “Stars ”?

13

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

Find out how to select Star Performers…

14

YPN™ Companies, Inc 1720 Mars Hill Rd NW, Suite 8-325

Acworth, GA 30101Info@YPNcompanies.com

678-389-6704

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

Find out how to select Star Performers…

14

YPN™ Companies, Inc 1720 Mars Hill Rd NW, Suite 8-325

Acworth, GA 30101Info@YPNcompanies.com

678-389-6704