Talent Acquisition, Executive Search for high performance teams

Business Consultants who assist companies build leadership and sales teams that outperform their competition. BUILDING HIGH PERFORMANCE SALES TEAMS THAT OUTPERFORM THE COMPETITION.

WE ASKED CENTRAL INDIANA SALES LEADERS WHAT’S KEEPING THEM AWAKE AT NIGHT ABOUT THEIR SALES PEOPLE?

• “Due to current market conditions and increased competition, we are challenged to achieve our sales goals. I am not certain we have the right people to achieve our sales goals in 2010! We need to identify the skills possessed by successful sales people and hire more people like that…and get rid of the 20% who are underperforming. What tests or assessments should we be using?”
• Hiring Better Talent:” I think I also need to raise the bar on the quality of people hired and reduce hiring errors. What tests or assessments should I be using?”
• Current Tests: “We used some off the shelf tests in the past but they do not get us the results we need.”
• Doing the Right Jobs: “Our sales people have established accounts who are buying less from us. Now our sales people have to drum up new business by increasing their cold calling activities. Some are really struggling at skillfully doing this activity.”
• Upgrading Sales Talent: “I need to upgrade our current sales staff. There appears to be good talent in the job market. Should I develop the current staff or replace them with better talent?”

RECENT SURVEY OR 1800 SALES ORGANIZATIONS

• Only 53% of sales representatives make their quotas and sales reps only win 49% of their opportunities.
• 39% of buying decisions are made because of the salesperson [not product, quality or price].
• The use of a validated sales assessment tool should result in an 8% to 15% increase in sales or $40 - $60,000 per person!

QUESTIONS

• Do you believe that you have the very best sales talent; who can get you closer to your 2010 business goals?

If you can not answer yes to this question, why are you not looking at your sales assessment tool and upgrading your talent?

RECOMMENDATION - ASSESS YOUR CURRENT SALES TEAM

Good sales leaders use outside consultants to assess the skills possessed by the top 20% of their sales people and compare those skills to the bottom 20% who are failing. Assessment information is used [a] to upgrade the standards of performance of their sales teams [b] enhance the hiring process [c] as part of training and career development programs

• There are over 2500 assessment tools on the market. Few are designed exclusively to evaluate all of the 14 different types of sales jobs that companies may have to be performed.
• We highly recommend the HR Chally assessment tool which has been designed exclusively for sales people, has been in use for over 30 years and is used by many of the Fortune 1000 companies.

RETURN ON INVESTMENT [ROI]

• We have observed and used many assessment tools but HR Chally does the very best job to help you prevent bad hiring decisions.
• The ROI from a validated assessment tool should quantify an 8% to 15% increase in sales or $40 - $60,000 per person…guaranteed!

For more information about HR Chally sales assessments or the best sales assessments for your organization, contact Dick Butz, President of Career Consultants Group at 317-264-4164 or email him at rbutz@cciindy.com