Scandinavian Search Group

The SSG SalesGaugePresentation

2009

Some Facts about

Scandinavian Search Group

• Founded 1997

• 4th largest MRI Network office in Europe 2008

• 120 placements in 2008

• Scandinavian Search Group Baltic established June 2008

Some Facts about

MRINetworkEstablished 1964

Nearly 1,000 offices, in more than 35 countries

Our services

Pulling together for increased sales…

…maximizing sales team effectiveness

The SSG SalesGauge

When you pay for six salespeople you get six pulling sales in, right?

What if you pay for six but get five pulling sales in and one pulling sales out?

These take upthe slack for the

Bottom Performers– but are highly mobile

These pull sales out of the

organisation and put pressure on everyone

Bottom Performersproduce 32% less than the

‘Average’ producers

Top Performersproduce 32% more than the

‘Average’ producers

‘Normal Distribution’

32% less than average

sales

Average sales

32% morethan average

sales

These all looked the same when hired…

What do you miss?

…but traditional approaches do not work consistently well!

If traditional approaches work - you wouldn’t have an issue…

“It’s not experience – or college degrees or other accepted factors…

…(it) hinges on fit with the job.”

Source: Herbert M. Greenberg and Jeanne Greenberg,

“Job Matching for Better Sales Performance, ” Harvard Business Review, Vol. 58, No. 5.

360,000 salespeople followed through sales careers over 20 years

Percentage of Top Performers

in sales force

– Job Match vs. Non Job Match

“Six months after hire persons who had been job

matched outperformed those who had not been matched.

“Moreover, the differences widened after 14 months”

Source: Herbert M. Greenberg and Jeanne Greenberg,

“Job Matching for Better Sales Performance, ” Harvard Business Review, Vol. 58, No. 5.

Shield your targets!

Interviews: Less than perfect...

• 100s of questions to get necessary information

• Which are the right questions?

• Analyzing and comparing candidate responses

• What if they exaggerate?

The SSG SalesGauge...

...How it works

1. Test your Top 3 Sales People

2. Receive a Benchmark Profile for

- Organizational reengineering- Future Hirings

The SSG SalesGauge...

The JobMatch

PatternShaded areas indicate the JobMatch pattern

The JobMatch patterns show requirements for the sales positions in

your company

• Can deal with the mental demands of their sales cycle position

• Are comfortable with the demands of the sales environment they work in

• Enjoy selling and are motivated to do it

‘Superior’ sales producers fit their jobs and:

“...(it) hinges on fit with the job…”

3. Benchmark against the Top Performers

- Current Team- Future Hirings

The SSG SalesGauge...

Grey areas indicate the JobMatch pattern

Red boxes show the candidate’s scores

GoodMatch

Grey areas indicate the JobMatch pattern

Red boxes show the candidate’s scores

QuestionableMatch

The ReportInternal Recruitment

and Coaching

“In these days of Talent Wars, the best way to keep your stars is to know them better than they know themselves

- and then use that information to customize the career of their dreams”

-Source: Timothy Butler & James Waldroop: “Job Sculpting” Harvard Business Review - September-October 1999

The ReportExternal Recruitment

of new Top Performers

New CandidatesBenchmarked towards

Top Performers

The Challenge– 37 salespeople - averaged 109% of target

– Top 10 averaged 125% of target (111% to 139%)

– Bottom 7 averaged 92% of target (82% to 99%)

What they did

– Profile Identified the Key Characteristics of the Top (& bottom) Performers

• Provided a framework to identify top performers at the point of hiring

• Provided a framework to raise everyone’s performance to Top Performer level

Results– Took product line from $1M p.a. to $1M per month– 2nd year total sales: $10.5M – 3rd year total sales: $22M

Real Life Case 1:

Novartis Ciba Vision

14 Account Executives

• Dramatic performance gaps

– Average sales of 3 Top Performers: $1.25M

– Average sales of 3 Bottom Performers: $850K

Benchmark pattern created of the top three performers

All 14 reviewed against pattern and ‘the bar’ set at 87%

Big difference between matched / non-matched people:

Matched: Average sales: $1.31M

Non-Matched – Average sales: $ 840K

Average difference between selected and non-selected: $ 470K

…Which would you prefer to hire?

Real Life Case 2:

Data Service Organization

…We’ll help you develop the profile, produce the reports and track the

results to keep you on line – we’ll support you all the way

What Next?

Pulling together for increased sales……maximizing sales team effectiveness

...and headhunting the right people

Scandinavian Search Group

together with

Profiles International and MRINetwork