The Challenge:

The company had average sales exceeding their target but wanted to address the wide GAP between performers and non-performers.

• 45 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:

A job pattern analysis provided a profile which identified the key characteristics of the top & bottom performers.

- this provided a framework to identify top performers at the point of hiring; and

- provided a framework to raise everyone’s performance to "Top Performer" level.

 

Results:

Took product line from $1,000,000 ($1M) per year to over $1M per month in six months.

• 1st year total sales: $10.5M (projected $7.0M)

• 2nd year total sales: $24M

• 3rd year total sales: $34M

 

Will it work for you?

It depends on a number of factors particular to your business. To determine whether our ideas and assessments will work for your salesforce contact us for a free 30 min consultation.

 

Remember there are two ways you can optimize your salesforce:

• Develop your existing Human Capital; or 

• Sort the performers from the non-performers during your hiring process.

 

 

                            We can help you do both more effectively.    contact us