core value propositions july 2011 v4(lm) (4)

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SalesAssessment.com

We work with forward thinking individuals and organisations.....

Presented by : Larry Morris

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Shown to deliver significant business growth

Delivers fully objective results for 1 or many

Works for hiring, development, promotion

Proven ‘predictive accuracy’

‘Externally benchmarked’ sales test

Role Specific Assessment for sales

Complete on-line sales assessment

With a unique offering

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Across worldwide customers

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Right people to drive change??

Winning & maintaining key accounts

Competition

Declining or Flattening revenues

Changing market

Market Challenges

Data extracted from Sales Performance Optimization: 2010 KEY Trends Analysis (DowJones )

To address current challenges

% Sales People Achieving Targets

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At an ‘interesting’ time for business

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Delivering the critical missing factor

Growth

Process Structure Talent

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Changing markets

Declining revenues

Competition

Key Account challenges

Mix of capabilities

Impact on Sales Teams

Changing customer expectations

Fighting for market share

Buyer in control

Focus on delivering Value

Targeted development

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Maximize sales revenue – 67%* more revenue per head

Drive sustainable sales change

Optimise sales organisation – return & profitability

*McKinsey ‘War for Talent 2000’

Why & Why Now?

• What makes this possible.....

New Thinking and New Tools

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SkillSkill BehaviourBehaviour

MotivationMotivation Critical ReasoningCritical

Reasoning

Account ManagerAccount Manager

Solution SellingSolution Selling

Key Account ManagerKey Account Manager

Outside World High Achievers

Cultural FitCultural Fit

On-line Sales Talent Assessment

…Plus 12 others…Plus 12 others

Role BasedBenchmarked

High Five Assessment CriteriaHigh Five Assessment Criteria

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Competencies Measured

Solution Selling• Behaviour (Comfort)Sales ConfidenceSales DriveListeningMaking ContactBuilding DesireCreating OptionsPresentingClosing the Sale• Critical Reasoning (Ability)Numerical Critical ReasoningVerbal Critical Reasoning

• Skills (Capability)Communicating & Working with PeopleDelivering & InnovatingUnderstanding & Managing in BusinessProposition DevelopmentRelationship ManagementCustomer EngagementBenefit RealizationWork Mode

Sales Manager• Behaviour (Comfort)LeadershipPlanning & OrganizingPersuasiveProblem Solving & AnalysisOral CommunicationsCommercial AwarenessAction OrientationInterpersonal SensitivityResilience• Critical Reasoning (Ability)Numerical Critical ReasoningVerbal Critical Reasoning

• Skills (Capability)Communicating & Working with PeopleDelivering & InnovatingUnderstanding & Managing in BusinessBenefit RealizationOrganization & People ChangeBusiness Planning & StrategyManaging the Customer Engagement Process

Account Manager• Behaviour (Comfort)Sales ConfidenceAdaptabilityListeningDeveloping a Game PlanMaking ContactBuilding DesireCreating OptionsSatisfying the customerManaging and Growing

• Critical Reasoning (Ability)Numerical Critical ReasoningVerbal Critical Reasoning

• Skills (Capability)Core Business skillsEngaging the customerDetermining customer needsDeveloping the PropositionEvidencing the BenefitsNegotiating and Closing

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Low Skills High

Behaviour =High

Potential

High Skills , High

Behaviour = High

Performer

Low SkillsLow

Behaviour = High Risk

High Skills Low

Behaviour =High

Investment

The Sales Talent Performance Matrix

HIGH

LOW HIGH

SKILLS

ROLE FIT

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Focus on Develop

ment

Focus on Retentio

nHigh

Performer

Focus on Redeployment

Focus on Coachin

g

The Sales Talent Development Matrix

HIGH

LOW HIGH

SKILLS

BEHAVIOUR

1 month

1 month 1 year

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The Management Overview Report

Not Comfortable Key Skills out of Range

Critical Reasoning

out of Range

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The Management Information Report

Out of Range Critical ReasoningOut of Range Skills In Range Behaviour

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The Management Information Report

In Range Critical ReasoningOut of Range Skills In Range Behaviour

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Benchmark Critical ReasoningBenchmark Skills In Range Behaviour

High Achiever

The Management Information Report

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The Skills Development Report

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The Management Information Report

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The Behaviour Report

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The Management Information Report

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The Motivator Report

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Real World Value

What some of our customers are saying about Sales Talent Assessment:

# “Sales Talent Assessment is a very comprehensive tool that plays an important part in the way we hire and develop our customer-facing people.”Tracy Glende, President - Aerospace, Defense & Energy, Bodycote Plc.

# “We now use Sales Talent Assessment throughout QlikTech Europe for development, to ensure our budget is spent on the areas that generate most return...”Anna Kjellberg, – VP Global HR & People Development, QlikTech.

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Real World Accuracy

# “The Sales Talent Assessment reports have enabled the management team to address the developmental needs of each member of the team individually and assist them in maximizing their sales potential.”Karen Botma, National Sales Manager, OmniMed, South Africa

# Case Studies available

Only very high cost and complex assessment centres exceed the predictive accuracy of Sales Talent Assessment.

Validated by SHL 2007

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Changing market

Declining Revenues

Competition

Winning and maintaining key accounts

Right People in the Right Roles

Right Skills Right Behaviours

to Drive Sustainable Change

Solution to the Challenges