Building a Sales Force of Peak Performers: Assessing & Developing Sales Potential
Chicago, IL (PRWEB) April 19, 2007
Identifying top performing sales people is much easier thanks to research carried out by world-leading provider of psychometric assessment and development solutions, SHL.
SHL has undertaken extensive worldwide research into the attributes of top performing sales people. The findings identified significant new factors that influence top sales performers. Today’s top performing sales people are likely to be as adaptable, capable of growth and able to rapidly embrace change as the more traditional sales success factors such as confidence and competitiveness.
SHL researched dozens of sales organizations and more than 1,500 sales people across the world. The major new research included companies in the insurance, pharmaceutical, health care, technology and retail sectors across Europe, North America and Asia Pacific.
Companies interested in learning more can attend SHL’s presentation, “Building a Sales Force of Peak Performers: Assessing & Developing Sales Potential”, to be delivered by Dr. Hannah Olsen, Ph.D., SHL Director of Product Consulting, on April 18, 2007, at the Sales Performance Conference hosted by Synygy.
“The sales profession has been undergoing something of a revolution. New technology, regulation and the changing nature of buyers makes ‘selling’ far more complex than even five years ago”, explains Nels Wroe, SHL Product Manager. “Today’s top performers need different skills and competencies at almost every stage of the sales cycle. Yet many organizations are trying to recruit sales people based on what success looked like five years ago. Sales organizations need to rethink old assumptions to be successful in the new sales environment.”
The research, which will be applied to guide selection practices for sales and HR professionals in Dr. Olsen’s presentation, challenges stereotypes that often dictate the recruitment and development of sales people. As a result of the research, SHL created a tool that accurately identifies the qualities actually needed in today’s more complex sales environment. The new SHL Sales Report is an online assessment tool that can help companies identify individuals that not only have the potential to sell, but also what stages of the sales cycle they are most suitable for.
The Sales Report uses a new 14-point sales competency model constructed from the critical factors important for success in a wide range of sales situations.
The Sales Foundation factors center around the core attributes required for success in most professional sales situations. These include factors such as confidence, drive, adaptability and listening. These foundations are vital in today’s value-added sales environments. They help to identify sales people that can become Â“trusted advisors”, not just great sales professionals.
SHL blends these with critical Sales Motivators - factors that can be pivotal to influencing sales effectiveness. From money and autonomy to social contact and recognition, identifying key motivators can drive more effective incentive plans, smarter sales management techniques, or improved team selling.
The Sales Cycle factors identify where an individual will be most comfortable - and therefore effective - in a typical sales cycle. These factors help sales managers focus the right talent at the right stages - from establishing a game plan or making contact all the way through to closing the sale and farming the account.
Â“Ultimately the SHL Sales Report can help sales organizations scientifically identify and hire sales people that have the potential to sell more. It’s no longer enough to use gut instinct or a person’s former sales record to recruit top performing sales people. Successful sales organizations must be interested in not only what that person has sold but what they have the potential to sell in the future,” said Wroe.
About SHL Group Limited
SHL is the world-leading provider of psychometric assessment and development solutions. The company supports organizations in the selection, recruitment, promotion, succession planning and development of talented people at all levels and across all sectors. Operating in 40 countries and more than 30 languages, the SHL Group devises innovative approaches to help organizations increase productivity and gain competitive advantage through the more effective use of their human capital. SHL has over 15,500 organizations as clients, including many of the Global and Times Top 1000, and is recognized as the foremost provider of objective assessment products in the world. For more information please visit http://www.shl.com.
About the Sales Performance Conference
SHL will present at the Sales Performance Conference hosted by Synygy on April 18. Focused on the key sales performance management challenges facing companies today—sales effectiveness, sales performance measurement, and sales compensation—the Sales Performance Conference boasts 35+ educational sessions delivering practical, actionable information for achieving improved performance within your sales organization: http://www.salesperformanceconference.com.
For more information, contact:
Tiffany Stronsky, Senior Marketing Manager
Kevin Baughen, Marketing Director
This press release was distributed through eMediawire by Human Resources Marketer (HR Marketer: http://www.HRmarketer.com) on behalf of the company listed above.