Does this apply to You? It’s true, sales is not rocket science, but it can be science. However, today’s business climate has changed dramatically over the past several years. Customer buying behavior has been changed by online technology. Buyers now use sites which compare choice, availability, quality, service, and price. What have you done to ‟re-tool” your sales team to succeed in the new environment?
The Right Tool for the Job Overview: Using simple Process Improvement Techniques to improve the sales reps effectiveness and efficiency can improve not only the top-line for your business, but also the bottom-line results.
Do you have a documented and effective Process to retain current customers and generate repurchases? What about a formal referral Process – do your customers know how to refer you? Are you measuring your prospect-to-customer conversion rate?
Can you measure the exact profit of every product or service within your business? Once you are able to do this you can ‟Pay for Performance” and reward those employees, not just those in sales, who measurably contribute to higher profits.
In this competitive business world when you hire new employees you want to ensure that you’re hiring a Top Performer. Traditional hiring methods have a success rate of about 15%. Not only does this mean that this individual didn’t achieve the corporate achievement standards, it also means that all the expense of hiring, training, and supporting this individual was wasted. Taking advantage of new technology and an updated hiring process will allow you to improve your success rate of hiring the Top Performer to an average of 85%. In addition, with Sales Coaching an Average Performer can improve their performance by using the profile a Top Performer.
RES has the processes, coaching and business tools that help business owners and sales teams learn to drive their business to the next level.
This solution is available in multiple formats: 1-to-1, small groups, or distance coaching.
Example: One client had previously hired four sales reps, only to find that after paying them for 6-months, they were not the right people for the job. He called us in frustration asking if we could help break this cycle. We advised him on how to test each screened applicant using the latest Performance Modeling instruments. This process has shown that the highest scoring candidates have an 85% probability of reproducing the top performer’s RESULTS. Using a standard Interview Process has proven to only yield a 15% probability of reproducing top performing results. This test was the Right Tool for the Job for this company.
What is the Right Tool for the Job when it comes to evaluating your people’s performance vs. their capability?
This solution is available in multiple formats: 1-to-1, small groups, or distance coaching.
