objective management seminar presentation rev 1
TRANSCRIPT
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Sales Force EvaluationsSales Candidate Assessments
Pioneer and Industry Leader
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How Do I Get my Sales Force to Over
Achieve?
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Questions to Answer
What Impact is Sales Management Having on our Sales Force?
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Questions to Answer
Have We Been Hiring the Right Salespeople?
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Questions to Answer
Do We Have the Right Core Group of Salespeople Needed to Scale?
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Questions to Answer
Why are we Stuck?
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Questions to Answer
Who Can Make the Transition from Presenter to More Consultative Sellers?
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Questions to Answer
Who Can Make the Transition Account Manager/Order Taker Types to More
Proactive Hunter/Closer Types?
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Questions to Answer
Of our Under Achievers, Who Can be Saved and Developed?
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Questions to Answer
Of our Performers, Who Can be Challenged and Further Developed?
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Questions to Answer
How Much Better Can They Be?
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Questions to Answer
What Will it Take?
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Questions to Answer
How Long Will it Take?
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Questions to Answer
What Will the ROI be?
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Questions to Answer
Will Our Systems and Processes Support a Top Performing Sales Force?
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Questions to Answer
Can Our Existing Sales Force Execute Our Changing Strategies for Growth?
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Questions to Answer
What Don’t We Know about our Sales Force That We Need to Know?
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Sales Recruiting
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Problems Hiring Salespeople
• Turnover – Voluntary and Involuntary• Not Enough Winners• Not Enough Quality Candidates• Don’t Know How to Recognize Winners• Inconsistent Criteria• Failures• Ramp up Time Takes Too Long• Identification of Training Needs
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© Copyright 2010 Objective Management Group, Inc.
IMPACT ON THE SALES RECRUITING PROCESS
CANDIDATE POOL
SELECTION
ON BOARDING PROCESS
AUTOMATION
AUTOMATION
QUALITY
QUANTITY
PREDICTIVE ASSESSMENT
SALES INTERVIEWING SKILLS
RAMP-UP
RETENTION
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What We Predict
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White Papers
The Science of Salesperson Selection
Sales Longevity – Science of Predicting Sales Turnover
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How We Go To Market
135 Partners around the world
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Ireland
Contact Kieran Horan along with GHI consulting
Greg O’Hanlon & Sharon Kinsella
Available for 1:1 Discussion
Happy to Answer Questions
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Q & A