Improve your sales performance through job matching

Sales organizations today place higher demands and productivity levels on their sales professionals than ever before!

Organizations are broadening their corporate offerings and have to acquire most of their new business through competition. The demand and rewards for sales associates that can meet these new challenges has never been higher. TCA can help your sales organization meet these demands and reach new levels of sales revenue.

Only 29% of sales leaders believe the talent in their sales force is being fully utilized.

Consider the qualities and strengths of "hunters" as compared to "farmers". While they are both sales professionals, the qualities of pursuing and closing a new deal are much different than the qualities a "farmer" needs to build long-term rapport and value with a client. Are your sales professionals in roles most aligned with their personal strengths?

Putting the right people in the right positions isn't subjective. You must have a formalized process that quantitatively assesses the strengths and capabilities of each individual team member. A sales professional's ability to absorb product knowledge, business acumen, or specific industry experience are important. In order to make really smart, talent-based decisions, however, you must understand the individual's inherent strengths and put them in positions that leverage those strengths.

Relevant Research

The 2004 Miller Heiman Sales Effectiveness Study explored the 45 dimensions of sales force effectiveness. There is a strong consensus among both executive level management and field-level professionals regarding which activities pose the greatest difficulty. The study defined "winning sales organizations" as those respondents indicating improved sales performance in 2003 compared to 2002 results. Nearly half of all respondents to the survey represented "winning sales organizations."

The #1 ranked activity considered by winning sales organizations to have the greatest impact toward improving the overall productivity and effectiveness was the ability to place talented people in the right positions. In fact, you are up to 10 times more likely to impact sales results with the ability to put the right people in the right positions than any other talent-related dimension of sales effectiveness analyzed. That includes recruitment and retention.

Sales Effectiveness Relevant Data Points

  • 60% of survey respondents believe their organization has the right talent within the selling organization
  • 54% of survey respondents believe these talented people are in the right positions
  • 54% of sales leaders recognize they have an inadequate process for leveraging the potential of strong performers
  • Only 34% of the survey respondents feel an adequate process exists for recruiting and hiring qualified talent to join the sales team

Solution

Your investment in money, training, and time to fix a mistake made when hiring or promoting a sales person not competent for or compatible with the job is simply enormous. Don't forget the cost of wasted time and lost sales leads. Profiles International assessments focus on understanding and objectively measuring core competencies, behaviors, and interests of top performers in companies and industries to insure applicants fit the job the first time.

The Profiles Sales Assessment™ is a "Total Person" assessment that provides a powerful solution to help you. It not only assesses an employee's match with your sales organization, but also evaluates their job match with a specific sales role. It measures the essential factors that mark the difference between success and failure in sales.

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TCA can show your company how to staff your organization with powerful sales pros who are skilled and committed in their new position.

View a Sample Report of the Profiles Sales Assessment™.