Objective Management Seminar Presentation Rev 1

Mar 5, 2011Download as PPTX, PDF1 like531 views

This document discusses improving sales force performance through evaluation and assessment. It poses a series of questions about assessing the impact of sales management, hiring the right salespeople, developing underperformers, challenging top performers, and whether existing processes and strategies can support growth. It also discusses problems with sales recruiting like turnover and lack of quality candidates. It promotes using predictive assessments to improve the recruiting process, selection, and retention.

Objective Management Seminar Presentation Rev 1

Pioneer and Industry LeaderSales Force EvaluationsSales Candidate Assessments

How Do I Get my Sales Force to Over Achieve?

Questions to AnswerWhat Impact is Sales Management Having on our Sales Force?

Questions to AnswerHave We Been Hiring the Right Salespeople?

Questions to AnswerDo We Have the Right Core Group of Salespeople Needed to Scale?

Questions to AnswerWho Can Make the Transition from Presenter to More Consultative Sellers?

Questions to AnswerWho Can Make the Transition Account Manager/Order Taker Types to More Proactive Hunter/Closer Types?

Questions to AnswerOf our Under Achievers, Who Can be Saved and Developed?

Questions to AnswerOf our Performers, Who Can be Challenged and Further Developed?

Questions to AnswerHow Much Better Can They Be?

Questions to AnswerHow Long Will it Take?

Questions to AnswerWhat Will the ROI be?

Questions to AnswerWill Our Systems and Processes Support a Top Performing Sales Force?

Questions to AnswerCan Our Existing Sales Force Execute Our Changing Strategies for Growth?

Questions to AnswerWhat Don’t We Know about our Sales Force That We Need to Know?

Problems Hiring SalespeopleTurnover – Voluntary and InvoluntaryNot Enough WinnersNot Enough Quality CandidatesDon’t Know How to Recognize WinnersInconsistent CriteriaFailuresRamp up Time Takes Too LongIdentification of Training Needs

IMPACT ON THE SALES RECRUITING PROCESSQUALITYCANDIDATE POOLQUANTITYAUTOMATIONPREDICTIVE ASSESSMENTSALES INTERVIEWING SKILLSSELECTIONRAMP-UPRETENTIONON BOARDING PROCESS© Copyright 2010 Objective Management Group, Inc.

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Objective Management Seminar Presentation Rev 1

2. Pioneer and Industry LeaderSales Force EvaluationsSales Candidate Assessments

4. How Do I Get my Sales Force to Over Achieve?

6. Questions to AnswerWhat Impact is Sales Management Having on our Sales Force?

7. Questions to AnswerHave We Been Hiring the Right Salespeople?

8. Questions to AnswerDo We Have the Right Core Group of Salespeople Needed to Scale?

9. Questions to AnswerWhy are we Stuck?

10. Questions to AnswerWho Can Make the Transition from Presenter to More Consultative Sellers?

11. Questions to AnswerWho Can Make the Transition Account Manager/Order Taker Types to More Proactive Hunter/Closer Types?

12. Questions to AnswerOf our Under Achievers, Who Can be Saved and Developed?

13. Questions to AnswerOf our Performers, Who Can be Challenged and Further Developed?

14. Questions to AnswerHow Much Better Can They Be?

15. Questions to AnswerWhat Will it Take?

16. Questions to AnswerHow Long Will it Take?

17. Questions to AnswerWhat Will the ROI be?

18. Questions to AnswerWill Our Systems and Processes Support a Top Performing Sales Force?

19. Questions to AnswerCan Our Existing Sales Force Execute Our Changing Strategies for Growth?

20. Questions to AnswerWhat Don’t We Know about our Sales Force That We Need to Know?

21. Sales Recruiting

22. Problems Hiring SalespeopleTurnover – Voluntary and InvoluntaryNot Enough WinnersNot Enough Quality CandidatesDon’t Know How to Recognize WinnersInconsistent CriteriaFailuresRamp up Time Takes Too LongIdentification of Training Needs

23. IMPACT ON THE SALES RECRUITING PROCESSQUALITYCANDIDATE POOLQUANTITYAUTOMATIONPREDICTIVE ASSESSMENTSALES INTERVIEWING SKILLSSELECTIONRAMP-UPRETENTIONON BOARDING PROCESS© Copyright 2010 Objective Management Group, Inc.

24. What We Predict

26. 75%92%

27. White PapersThe Science of Salesperson SelectionSales Longevity – Science of Predicting Sales Turnover

28. How We Go To Market135 Partners around the world

29. IrelandContact Kieran Horan along with GHI consultingGreg O’Hanlon & Sharon KinsellaAvailable for 1:1 DiscussionHappy to Answer Questions

30. Q & A

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Objective Management Seminar Presentation Rev 1

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