Al increase your sales performance

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


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


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


Today’s Objectives

Where Assessments Fit into ProcessHow To Implement AssessmentsProposed Sales Team SolutionBusiness & Academic ExamplesWhat to Expect from Assessment LeadersNext Steps


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.


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


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


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


Step Three: Roll Out

Deploy Testing Web PortalTrain HR, Recruiters & Managers

Quick & Easy Change Management Consistent Use of Tools

Commence Online Delivery


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


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


Managing to Key Sales Behaviors

If we know where each scale ties into our score card…


Mapping to Assessment Results

We know where they fell outside of where we need them to be


Job Summary Graph

Job Match Score Thinking Style Behavioral Traits Occupational Interest

Distortion Factor


Selection Report Example

Blue Range Where the High Performers

Benchmark Scored

Larger Ring Where Applicant Scored Yellow if Out of Benchmark


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

Al increase your sales performance

Business

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