transforming sales effectiveness

Transforming Sales Effectiveness

Saville Assessment Sales Suite

© 2017 Saville Assessment, Willis Towers Watson. All rights reserved. www.piman.ch

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Setting the Scene The Importance of Sales

2© 2017 Saville Assessment, Willis Towers Watson. All rights reserved.

In any organization, the sales department plays a pivotal role in the success of the business

Sales high-performers deliver 67% more revenue a year every year compared with average performers

McKinsey’s ‘War for Talent 2000’ survey

The average annual turnover in sales is 25-30%. That’s the equivalent of the entire sales organization being hired and trained every 4 years or so which is expensive!Harvard Business Review, 2015

27% of U.S. employers said one bad hire at their organization costs more than $50,000

CareerBuilders Survey, 2013

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Setting the Scene Client Challenges

3

We want to understand what our sales team’s

strengths and development areas are

- both as individuals and as a group

© 2017 Saville Assessment, Willis Towers Watson. All rights reserved.

We want to be able to identify and

communicate the key behaviors that we are looking for from our

salespeople

We’re about to go through a sales

transformation and we’re not sure if our salespeople are up

to it

We want to be able to match

candidates to the right type of sales roles

We don’t seem to be bringing in the right kind of

salespeople

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Setting the SceneBusiness Drivers for Sales Projects

4

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Hiring salespeople against key predictors of success

Identifying leadership potential in sales talent

Sales Recruitment Sales Leadership

Organizations moving to a new way of selling

Identifying successful sales profiles and building sale pipelines against them

Sales Development

Sales Transformation

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Using our extensively researched and validated Sales Model, organizations can identify key sales behaviors for profiling, recruiting, developing and benchmarking sales talent.

Saville Assessment Model

5© 2017 Saville Assessment, Willis Towers Watson. All rights reserved. www.piman.ch


The Science of Sales Saville Assessment Sales Model



The Science of SalesSaville Assessment Sales Model



Our integrated suite of sales reports provide organizations with a consistent, aligned and effective approach to the assessment of sales talent across hiring, onboarding and development.

Sales Suite of Reports



Assesses an individual across eight key sales styles, their potential in eight key sales areas and their sales focus against three indicators related to effectiveness in different sales roles.


Sales Expert Report

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Sales Expert Report


Report Snapshot• Expert level report suitable for use in

selecting, onboarding and developing sales talent

• Leverages extra insight using the unique Wave Deep Dives, indicating what motivates sales candidates as well as where they are likely to succeed

• Illustrates a salesperson’s potential across eight key areas of sales behavior to drive better hiring decisions and development activity

• Indicates what type of sales role candidates are more likely to perform well in

Administration• Powered by Wave Professional Styles • Accreditation training required • Used for selecting salespeople,

developing salespeople and identifying sales leadership potential

• Norms available: UK Sales, US Sales and International Sales.

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The Sales Expert Report



Equips front-line managers with the power to transform sales effectiveness in their teams. Identifies sales potential across eight key sales behaviors and role effectiveness across three focus indicators.


Sales Line Manager Report

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Report Snapshot• User-friendly report equipping hiring

managers with instant access to powerful psychometric data

• Illustrates where a sales candidate is likely to be most effective across 8 key sales behaviors

• Highlights which type of sales roles candidates are most likely to perform well in

• Highlights the workplace environment where sales candidates are most likely to thrive

Administration• Powered by Wave Professional Styles• Instant Access, supporting User Guide

provided • Used to support hiring decisions• Norms available: UK Sales, US Sales

and International Sales

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Candidate report highlighting which workplace situations individuals are most likely to be effective as a salesperson. Can be used for both successful and unsuccessful candidates as part of effective onboarding and positive candidate rejection strategy.

Sales Environment Fit Report

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Report Snapshot• Illustrates the influence workplace

environment can have on an individuals likely sales performance

• Illustrates what types of workplace situations are likely to enhance or inhibit a candidate’s sales performance

• Helps successful candidates settle into their new role quicker

• Provides better understanding to unsuccessful candidates as to why they weren’t suitable for this role and where they are likely to perform well

Administration• Powered by Wave Professional Styles • Instant Access, Supporting User Guide

Provided • Used for candidate feedback• Norms available: UK Sales, US Sales


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Generates a series of relevant questions for Hiring Managers to interview sales candidates against. Driven by powerful candidate data, the guide focuses specifically on sales background, sales experience, likely sales focus and sales behaviors.

Sales Interview Guide

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Report Snapshot• Questions cover the amount, depth

and relevance of a candidates sales experience

• Includes questions focussing on indicators to specific areas of sales roles to assess where candidates will be most effective

• Interviewers can select questions based on behaviors they have prioritized as most critical to predicting sales performance for the role

• Dynamically verifies candidates strengths and probes areas for development based on candidate data

Administration• Powered by Wave Professional Styles • Instant Access, supporting user guide

provided • Used to drive better interviewing of

sales candidates• Norms available: UK Sales, US Sales


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Drives superior sales performance of current sales talent. Targets key areas for development, highlights potential overplayed strengths and provides practical development activities.

Sales Development Report

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Report Snapshot• Provides focused development tips to

improve sales performance dependent on how a candidate has scored

• Looks at developing sales potential across 8 key behaviors of sales effectiveness and 3 focus areas of sales roles

• Development tips are given to leverage existing strengths and improve areas of possible limitation

• Mitigates potential negative consequences of overplayed strengths or ‘watch-fors’ through improved self-awareness

Administration• Powered by Wave Professional Styles• Instant access, supporting user guide

provided • Used for driving better performance of

salespeople• Norms available: UK Sales, US Sales


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Sales Validation Studies

For groups of 100 salespeople and more we can offer a sales validation study, creating your own benchmark of sales performance to recruit and develop against.


Comparisons with the current potential of the sales team helps to identify areas for development

Identifies the key sales behaviors for your salespeople

Enables selection and development against the specific behaviorswhich are essential to success in your organization

Sales individuals complete Wave Professional Styles and their managers rate their effectiveness against sales behaviorsand overall sales performance

Can also include any relevant sales effectiveness or KPI data

Correlations between sales competencies and effectiveness help to establish the sales competencies which best forecast sales effectiveness in your organization

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A Selection of Clients Using our Sales Reports



transforming sales effectiveness

Documents