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
Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved
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 [email protected]
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 [email protected]
678-389-6704