Tuesday, 26 July 2016

Evaluating Sales People


In mid-2015, Steve was one of six candidates for a head of sales position at fast growing Telecommunications software start-up. The company had engaged Growth in Focus to assess candidate sales conversation skill which was done using a simulation. Of the six candidates, Steve was outstanding and was offered the role.

Fast forward 10 months and Steve, now Head of Sales, contacted Mike about performing a similar evaluation for two sales candidates that he was considering. Mike performed a skill evaluation and neither tested too well.

When Steven watched the simulation video he was shocked. In Steven's words words it was "...sobering to watch".

Steven had met and interviewed these candidates and thought that they would be suitable but the simulation showed significant weaknesses in the core sales skill - conversation skill. This is a significant insight.

You might think "an interview is like a sales meeting, I can evaluate their sales conversation skill in an interview"  - and you would be wrong. It is necessary to analyse a well structured sales situation to properly evaluate sales conversation skill.

In response to this insight, Steven is now evaluating recruiting candidates and current team members to see what the training requirements are.

Steve continues to grow his international team and the company is going from strength to strength.

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Company: Telecommunications Software Company
Source: Mike Adams consulting experience with this company assisting them to hire the best sales people
Reference:
Story Type: Insight; Business Purpose; Who have we helped
Labels: Start-Up; Sales Skills; Recruitment; Customer Success
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For Story Students
The Setting: Mid-2015 Steve applied for a head of sales role with a Telecommunications start-up
The Complications: The start-up needed to ramp up fast and hire head of sales and sales people all over the world. Steve was one of six candidates to be assessed via a sales simulation run by Growth in Focus
The Turning Point: Steve got the job and then started building his team. Eight months later Steve was considering two international candidates and decided to use Growth in Focus again to evaluate them/ Steve was shocked a the results
The Resolution: Steve resolved to simulation test all sales people including current hires
The Point of the Story: Steve resolved to simulation test all sales people including current hires
How to use this story: We use this story as a reference story to build our sales recruiting business
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