Identify Optimal Salespeople

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Before we get started

• #SalesAcceleration

• Q&A Console

• Resources

• Poll

• Webinar recording and slides

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Who is Brian Wixom?

• 20 yrs. teaching & coaching baseball• Scout for Atlanta Braves• New InsideSales.com sales executive• 500% quota

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How to identify baseball talent?

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How to identify baseball talent?

Compared to Avg. Human• Eyes 12% faster• Ears 10% faster• Attention & Quickness

1.5X

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How to identify baseball talent?

“If baseball-club owners take the hint from the Ruth experiments, they can organize a clinic, submit candidates to the comprehensive tests undergone by Ruth, and discover whether or not other Ruths exist.”

-Hugh S. Fullerton, Columbia University 1921

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Fundamental Problem in Sales

Sales Leadership Challenges by Most Votes

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Why is hiring a problem in Sales?

2X Turnover 2X Salary

Opportunity Cost in Lost Sales

Compared to other professions

$7,500

Average Recruiting & Onboarding Costs

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Actual Sales

Missed Sales $205K

Why lost sales?

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Avg. Annual Turnover 26% (Sources: SHRM & Journal of Personal Selling & Sales Management)

Avg. Rep Count 30Avg. Replacement Hires 7Avg. Replacement Cost $215,000

Total Hiring Costs

$1,505,000!!!

What does this mean for my organization?

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How do sales organizations solve this problem today?

Experience EducationGPA

• Ivy League school • 10+ years experience • 4.0 GPA• Fortune 500

• Endlessly resilient• Hungry to learn• Understands people• Desires to be the best

TalentSkills & Experience

Who are your best salespeople?

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How should sales organizations solve this problem?

Talent

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How many reps have what it takes?

“7/10 sales reps lack the threshold talents to be consistently successful in their jobs.“

- Gallup

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Why isn’t HR analyzing talent?

81% 77%

58% 56%

14%

19% 23%42% 44%

86%

Finance Operations Sales Marketing HR

Departments Using Analytics

Yes

No

**Deloitte, 2014

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HR Capability Gap

-40 -35 -30 -25 -20 -15 -10 -5 0

Diversity & Inclusion

Workforce Capability

Performance Management

HR Technology

Talent Acquisition

Talent & HR Analytics

Leadership

**Deloitte, 2014

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62% 30% 8%

Weak Adequate Excellent

Ability to Execute

Why isn’t HR analyzing talent?

**Deloitte, 2014

Behavior-Prediction is Notoriously Difficult.

Cognitive Processes are often not Rational

People use memorable experiences to infer future outcomes

Memorable experiences are generally negative and few

“Negative and few” is a perilous basis for generalization

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How do you credibly predict sales-performance?

?

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By identifying relevant talents.

?

Ambition

ResilienceEmpathy

Openness

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What is ambition and why is it important in sales?

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What is resilience and why is it important in sales?

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What is empathy and why is it important in sales?

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What is openness and why is it important in sales?

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What is Sales Indicator?

• Assessment tool• Easy to use analytics• Customized models

(both to company and sales role)

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What do InsideSales.com’s company scores look like?

125.0

130.0

135.0

140.0

145.0

150.0

155.0

160.0

Sales Marketing Business Dev Client Services Admin / HR Technology Executive

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How are scores calculated?

1. Assess current sales team2. Define quotas

Administrator

Neuralytics• Identify optimal

scores

Sales Indicator

Continually Calibrated Model

®

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Why is there an optimal score?

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How does this work?

Mike (Sales Hiring Manager)

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Whom to hire?

VS

Cory Michelle

3.8 GPABusiness Degree3 Years Experience

3.79 GPABusiness Degree2.5 Years Experience

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Which football team won?

Overall: 46 Wins* Overall: 58 Wins

Last decade: 9 Wins* Last decade: 1 Win

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A deeper dive with Sales Indicator

Cory MichelleAMBITION AMBITION

RESILIENCE RESILIENCE

EMPATHY EMPATHY

OPENNESS OPENNESS

FINAL FINAL

73

0 100

0 100

0 100

0 100

0 100

0 100

0 100

0 100

98

50 86

74 94

97 80

0 1000 100

68 90

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Predictive Performance

• Predicts Quota Attainment

Emailed Report

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Remember Brian Wixom?

• 5th highest Sales Indicator score in company

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Special Offer

1) Profiles + Survey Volume

2) Implementation $4,000

Thank you