Objective Management Seminar Presentation Rev 1
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Transcript of Objective Management Seminar Presentation Rev 1
Sales Force EvaluationsSales Candidate Assessments
Pioneer and Industry Leader
How Do I Get my Sales Force to Over
Achieve?
Questions to Answer
What Impact is Sales Management Having on our Sales Force?
Questions to Answer
Have We Been Hiring the Right Salespeople?
Questions to Answer
Do We Have the Right Core Group of Salespeople Needed to Scale?
Questions to Answer
Why are we Stuck?
Questions to Answer
Who Can Make the Transition from Presenter to More Consultative Sellers?
Questions to Answer
Who Can Make the Transition Account Manager/Order Taker Types to More
Proactive Hunter/Closer Types?
Questions to Answer
Of our Under Achievers, Who Can be Saved and Developed?
Questions to Answer
Of our Performers, Who Can be Challenged and Further Developed?
Questions to Answer
How Much Better Can They Be?
Questions to Answer
What Will it Take?
Questions to Answer
How Long Will it Take?
Questions to Answer
What Will the ROI be?
Questions to Answer
Will Our Systems and Processes Support a Top Performing Sales Force?
Questions to Answer
Can Our Existing Sales Force Execute Our Changing Strategies for Growth?
Questions to Answer
What Don’t We Know about our Sales Force That We Need to Know?
Sales Recruiting
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
© 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
What We Predict
White Papers
The Science of Salesperson Selection
Sales Longevity – Science of Predicting Sales Turnover
How We Go To Market
135 Partners around the world
Ireland
Contact Kieran Horan along with GHI consulting
Greg O’Hanlon & Sharon Kinsella
Available for 1:1 Discussion
Happy to Answer Questions
Q & A
