Our Professional Sales Profile includes the following information to help our clients reduce turnover by making more informed hiring, training, coaching and retention decisions.
- Sales Knowledge & Skills – Can they sell? Measures what a salesperson knows about the sales and buying process, how they compare with top sales performers and what training and coaching they need.
- Sales Behaviors & Personality – How they sell? Measures a salesperson’s sales style and personality to determine if their talent matches a particular sales position, and how their sales style compares with top sales people.
- Sales Motivators & Driving Forces – Why they sell? Measures a salesperson’s internal motivators and driving forces, how they need to be rewarded and how their driving forces compare with top sales professionals.
- Selection – The #1 cause of sales rep turnover is poor selection.
Hiring the wrong person can be a miserable and costly experience for the new employee, as well as for you and your other employees and customers. Most people are hired for their knowledge, skills, the interviewer’s “gut-feelings” and how badly they need to hire someone. However, most people are fired for their unacceptable attitude and behavior, neither of which can be determined completely and accurately from resumes’, background checks, references or interviews.
- Training – Companies waste a lot of time and money training the WRONG people!
According to an employee turnover study by two major universities, companies spend 5 times more on training than they do on selection; while 76% of turnover is due to poor selection and only 24% is due to poor training. Our Professional Sales Talent Profile will tell you what training they will need most to be successful.
- Retention – The lifetime value of a major account can be huge, but pales in comparison to the lifetime value of a top producer. Losing a new rep after a few months is time-consuming expensive, but losing a top sales performer who has been with you for a long time can be astronomical. The same Professional Sales Profile that you use to hire new people is also valuable in coaching, motivating and retaining your top sales people.
- Coaching – A good sales manager can be worth their weight in gold; but a poor one can do more harm than good.
Top sales producers are often promoted to a sales management position, but success in sales doesn’t always guarantee success in sales management, and can result in a double loss when we trade a top sales producer for a mediocre sales manager. One common mistake made by new sales managers is to assume that all of their salespeople sell and are motivated by the same things as they are. The Professional Sales Profile measures a sales manager’s leadership style and motivators to help them better understand themselves and individual members of their sales team, to minimize conflicts, maximize everyone’s productivity and reduce turnover.
- Team Building – The best thing a sales manager can do for their sales team, is to know what makes them tick and keep them wound up. The Professional Sales Profile will identify the strengths, problem-solving abilities, communication preferences and potential areas for conflict within each of the behavioral styles represented by the team. Sales Team Report – Bar Chart – Group Wheel
- Job Bench-Marking – Using a job benchmark in the selection and development of your employees will help reduce gut-feeling hiring decisions made under pressure, improve everyone’s’ chances of success, and reduce costly turnover. The right talent in the right job equals top performance and employee satisfaction, which is exactly what every company wants. Job Bench-marking article
Call 800.875.7599 for a Complimentary Professional Sales Profile to evaluate!