Date post: | 31-Oct-2014 |
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BY: CATHY LIGHT
CHIEF ASSESSMENT OFFICER
How to Increase Your Sales Performance
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Assessment Leaders: Who We Are
Best-in-Class Professional Assessment, Skill Testing, and Leadership Training Solutions
Focused on Identifying, Hiring, Developing, and Promoting Talent
Clients in All Stages of Development from Pre-IPO to Fortune 500
Founded in 2003
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Assessment Leaders: Our Goals
Assessment Leaders Solutions Are Designed to:
Identify Sales Stars Early in the Recruiting ProcessEliminate Improper BiasIncrease Focus on Key Success BehaviorsArm the Interviewer with Meaningful DataImprove the 1st Year Performance of New HiresEmpower Managers to Effectively CoachDecrease Turnover
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Today’s Objectives
Where Assessments Fit into ProcessHow To Implement AssessmentsProposed Sales Team SolutionBusiness & Academic ExamplesWhat to Expect from Assessment LeadersNext Steps
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Talent Acquisition Success
Profile the Ideal FitSource Qualified Candidates (Internal or External)Verify Candidates “Fit” to Top PerformersVerify Skills, Knowledge, & ExperienceCompare Remaining CandidatesSelect, Check, and Onboard
Though there are innumerable processes and technologies developed in support of the recruiting process, they all aim to identify a large pool of candidates and ultimately select down to the ideal candidate.
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Where Do Assessments Fit In?
Profile the Ideal FitSource Qualified CandidatesVerify Candidates “Fit” to Top PerformersVerify Skills, Knowledge, & ExperienceCompare Remaining CandidatesSelect and Check
Personality, Cognitive, and Thinking Style Assessments provide key support to make quick, unbiased, best-outcome decisions regarding candidates at several key points in the recruiting process. Specific Skills Tests may also be leveraged.
Where Assessments can be Deployed to Achieve Critical Advantage
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Step One: Benchmark Success
Rank your Sales People by Performance
Administer the Tool to at Least 3 in the Top Tier
Use the Results to Develop a Job Match Pattern
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Step Two: Integrate Into Recruiting
When to Administer Early in Process
Identifies Best Matches Early Weeds Through Large Number of Candidates Efficiently Avoids Rejecting Potentially Strong Candidates Provides Downstream Interviews With Great Information Saves Time and Money
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Step Three: Roll Out
Deploy Testing Web PortalTrain HR, Recruiters & Managers
Quick & Easy Change Management Consistent Use of Tools
Commence Online Delivery
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Sales Assessment Solution
Profiles Sales Assessment Purpose: Select & Manage High Performance Salespeople Measures
20 Performance Indicators 7 Critical Sales Behaviors
Time to Take: Less than 1 Hour (no proctoring required) Validated for Hiring (2010) Customizable Job Match Patterns By:
Company Sales Position Manager Geography
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Sales Assessment Solution
Profiles Sales Assessment (continued) Applications
Selection and Hiring (validated) Management Promotion Fit / Succession Planning Analyzing Training Needs
Delivered Reports Selection Report Management Report Multi-Job Match Report Individual Sales Profile Report Job Profile Summary Report Job Summary Graph
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Managing to Key Sales Behaviors
If we know where each scale ties into our score card…
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Mapping to Assessment Results
We know where they fell outside of where we need them to be
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Job Summary Graph
Job Match Score Thinking Style Behavioral Traits Occupational Interest
Distortion Factor
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Selection Report Example
Blue Range Where the High Performers
Benchmark Scored
Larger Ring Where Applicant Scored Yellow if Out of Benchmark
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Map to Critical Sales Behaviors
Narrative Based on Individual Results
7 Critical Behaviors Prospecting Closing the Sale Call Reluctance Self-Starting Working with a Team Building & Maintaining
Relationships Compensation Preference
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Recommended Interview Questions
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Case Study: Data Services Organization
14 Account Executives Dramatic performance gaps
Average sales of 3 Top Performers: $1.25M Average sales of 3 Bottom Performers: $850K
Benchmark pattern created of the top three performers All 14 reviewed against pattern Delta Between Matched / Non-Matched Employees:
Matched: Average sales: $1.31M Non-Matched – Average sales: $840K Average difference between selected and non-selected: $470K
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Academic Study
360,000 salespeople followed through sales careers over 20 years360,000 salespeople followed through sales careers over 20 years
“It’s not experience – or college degrees
or other accepted factors…
…(it) hinges on fit with the job.”
Source: Herbert M. Greenberg and Jeanne Greenberg, “Job Matching for Better Sales Performance, ” Harvard
Business Review, Vol. 58, No. 5.
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Academic Study
Source: Herbert M. Greenberg and Jeanne Greenberg, “Job Matching for Better Sales Performance, ” Harvard
Business Review, Vol. 58, No. 5.
“Six months after hire persons who had been job
matched outperformed those who had not been
matched.
Moreover, the differences widened after 14 months”
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
What to Expect from Assessment Leaders
Wide Selection of Best in Class SolutionsExpert Knowledge in Use of AssessmentsDeep Experience in Recruiting & HRFlexible and Responsive TeamExcellent & Long Lasting Partnership with AccoloModern Delivery Technology
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Next Steps - Pilot
Pilot the Sales Assessment for 1 Hire Internal or external candidate
Pilot to be Administered by Assessment Leaders AL will develop a “job fit” benchmark.
Pilot Assessments Offered at Max. Volume Discount No Portal Setup for Pilot
Presented by: Cathy Light, Chief Assessment Officer Assessment Leaders LLC. www.asssessmentleaders.com 1-866-864-8200
Thank You!