RECRUITING TOP SALES PEOPLE WHAT SHOULD YOU BE LOOKING FOR?

Transcription

1 RECRUITING TOP SALES PEOPLE WHAT SHOULD YOU BE LOOKING FOR?

2 Agenda Evolving business trends & challenges posed to sales Current thinking, research, & practice in the world of sales Leverage the science & best practices to strengthen sales performance 3

3 The Rapidly Evolving World of Work 4

4 Theory of Work: 4 Primary Drivers Accelerated rate of change Human capital & strategy must align Context Matters Business analytics continues to influence management 5

5 The most successful organizations in the future will be those that Maintain flexible human capital in the face of rapidly changing business environments Create and communicate value for clients and employees as well as meaning Link human capital with a broader evidence-based management approach that quantifies the link between human behavior and all relevant business outcomes Remain proactive in creating high-performance environments in which optimal behavior is most likely to occur 6

6 Hunter/Farmer Challenger Selling with Insight Consultant

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8 Personality as Predictor 9

9 Traits/Psychological Constructs Personality Individual s unique constellation of consistent behavioral patterns Cognitive Ability Solve problems Relationships & patterns Learn from experience Adapt to environment 10

10 Objective/Structured Assessments Test Design Multiple Choice, Likert- Scale, T/F, Forced-Choice Answers correlate w/ certain personality characteristics Scoring based on norms Examples Myers-Briggs Type Indicator (MBTI) 16 PF NEO-PIr Minnesota Multiphasic Personality Inventory (MMPI) DiSC Caliper Profile 11

11 Subjective/Projective Assessments Assess unconscious processes Ambiguous stimuli Interpretation part of the measure 12

12 Rorschach Inkblot Test 13

13 Thematic Apperception Test 14

14 Units of Analysis Competency 15

15 Personality & Sales Success

16 In the beginning Selling as a neurosis? What Makes a Good Salesman 1964 HBR ego-drive, ego-strength, & empathy Communication style & action orientation Those were simpler times 17

17 The Research Today It s Complicated Selling-Related Knowledge Complex relationship w/ extraversion Cognitive ability in context Social competence Thinking styles Work Engagement Drivers of Sales Success Adaptiveness Seeking reward/avoiding loss; self-efficacy; attribution style Dealing w/ Role Conflict & ambiguity Cognitive Ability Role Ambiguity Helping clients w/: Processing info.; focusing on future; making decisions; fostering adaptability; innovating to tackle new challenges 18

18 The World of Sales: More change in last 5 years than in the previous % of executives ignore cold-calls. 60% of the purchasing decision is made before engaging a sales professional. 75% of B2B buyers (84% of executives) use social media to make purchasing decisions.

19 Sales is Just Hard(er) Cost of Sales Increasing for 50% of Fortune 500 Much more available information More sophisticated buying processes Customer needs have grown more complex & dynamic Information paradox / epistemological crisis Competition & technology Changes Consumption (& work) as impression management

20 Complexity of Product/Service The 4 Buyer Quadrants Show me how this works I need help! Let s get this over with Explain how you can help Complexity of the buyer environment

21 Complexity of Product/Service The 4 Buyer Quadrants The Explainer The Consultant -25% +10% The Order Taker The Option Finder -33% -10% Complexity of the buyer environment

22 Point of Connection between Mission & Employee 23

23 Competencies 24

24 New Business Development Today s Hunter 25

25 Account Development Retaining the Business 26

26 Account Service Specialist Selling through Service 27

27 Consultative Selling Build it with Me 28

28 Technical Sales The Subject Matter Expert 29

29 Strategic Sales The Provocateur 30

30 New Business Development Account Development Account Service Specialist Consultative Sales Technical Sales Strategic Sales 31

31 Current Performance Expectations & Incumbents 32

32 Sample Job Descriptions Major Accounts/National Sales Manager Responsible handling national accounts & large regional advertisers Negotiate contracts Up-selling Provide creative sales solutions for large accounts Able to sell print, web, & other products utilizing available marketing & sales materials Outstanding presentation & negotiation skills, excellent communication, proven track record in sales Advertising Sales Develop sales strategies for single sheet inserts Increase sales for front page news notes advertising program Selling spec ad layouts to new & existing advertisers Expected to incorporate new media into all sales initiatives Manage sales assistants & graphic artists Oversee outbound telemarketing activities to set new appointments w/ potential advertisers Excellent communications with all depts. Needs to be aggressive, motivated, & creative leader 33

33 Advertising Sales Agent O*Net Import Job Task 98 Selling or Influencing Others 88 Communicating with Persons Outside Organization 84 Thinking Creatively 83 Organizing, Planning, and Prioritizing Work 82 Getting Information 79 Establishing & Maintaining Interpersonal Relationships 65 Resolving Conflicts & Negotiating with Others 62 Making Decisions and Solving Problems Import Competency 75 Social Perceptiveness 72 Persuasion 69 Active Listening 66 Service Orientation 63 Negotiation 60 Time Management 56 Critical Thinking 34

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36 Highest Scored Traits Urgency Self-Structure Gregariousness Idea Orientation Ego-Drive Energy (Persistence) Lowest Scored Traits Openness Flexibility Level-Headedness Thoroughness Accommodation Empathy

37 Highest Scored Competencies Driving Results Initiating Action Time Management Information Seeking Lowest Scored Competencies Influence & Persuasion Negotiating Deliberative Decision-Making Extended Task Focus Global Mindset Learning Agility Adaptability Composure & Resilience

38 Which Model Fits Best? 3 Sources Influence & Persuasion Negotiating Relationship Building Service Focus Information Seeking Business Acumen Analytic Thinking Time Management New Business Development Influence & Persuasion Negotiating Relationship Building Information Seeking Time Management Composure & Resiliency Achievement Motivation & Perseverance Initiating Action Consultative Selling Influence & Persuasion Negotiating Relationship Building Information Seeking Service Focus Composure & Resilience Interpersonal Sensitivity Active Listening Accountability 39

39 The Implications: Hiring & Developing Top Sales Sales continues to grow more complex Know the evolving context! Validated success model Targeted & consistent hiring process Consistent onboarding & employee development Measurable performance criteria 40

40 Questions? Tom Schoenfelder, Ph.D. SVP, Research & Development Sherry Acque National Director, Sales 41