is your sales hiring process a competitive advantage?
TRANSCRIPT
BUSINESS GROWTH
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BUSINESS
GROWTHA Modern and Professional Presentation Template
James Yeagle
2016
BUSINESS GROWTH
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Is Your Sales Hiring Process a Competitive Advantage?
BUSINESS GROWTH
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Today’s Sales Environment
Pareto’s Principle: 20% of the
sales people produce 80% of
a company’s revenue and
margins
• Technology & tool innovation has created a noisy and crowded
world as companies try to break new accounts. LinkedIn,
Facebook, Hubspot, Marketo, Twitter, Clearslide, Email engines,
etc.
• Access to the same data has pushed everyone onto an even
playing field day to day, most attacking the same customers in
the same ways.
• The world is moving more and more towards an Inbound vs
Outbound sales process.
BUSINESS GROWTH
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The average company spends 10x more time and
resources in choosing I.T. assets then they do on their
sales hiring.
Sales remains the largest area of attrition for most
companies.
A poor hiring decision for a sales candidate earning
$100,000 per year could cost, on average $250,000 to the
bottom line.
People are the most important asset in any organization but….
80% of employee turnover is
due to bad hiring (2015
HBR Survey)
BUSINESS GROWTH
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Breaking the Cycle
Companies continue to hire sales talent
primarily on a subjective basis rather than a
quantitative basis.
64% of salespeople who fail, do so because
they are in the wrong job, not because they
cannot sell.
The best sales training will only increase
performance by 15%."Insanity: doing the same
thing over and over again
and expecting different
results." Albert Einstein
BUSINESS GROWTH
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Building a Competitive Advantage for the Future
1 Largest investment a service company makes is in its people.
2
Map the sales hiring process to the 3 most critical steps
in the sales process.3
4
Quantitative vs subjective process.
Implement a repeatable and reliable process for hiring
sales talent.
Proven methodologies developed over 25 years of being
owners & operators and leaders of sales teams in the U.S
and Europe.
5
BUSINESS GROWTH
7What we do
Vision & Culture
What got you
here?
Stakeholder
Interviews
Skills, Tests,
Interviews &
Attributes
Benchmark the
Stars
3 most critical
steps in your sales
process
Map the Sales
Process
Tools, tests,
pass/fail, real-time
essays, the bar is
the stars
Build Phase
Reliable & Repeatable,
Quantitative,
‘Price on the Seat’
Implement
Analyze & Assess Implement
BUSINESS GROWTH
8Outcomes
Reduce or Eliminate
Attrition
Reduce Customer Attrition
Decrease Costs- Direct and
Indirect costs
Turn Your Sales Hiring Process
Into a Competitive Advantage
Strengthen the Culture and Morale
Put a Price on the Seat
BUSINESS GROWTH
9Case Study #1
Company: I.T. Services- .NET Custom Dev & Staff Aug.
$44 million in revenue, 20 sales people in 5 markets
Challenges: 40% yearly sales attrition rate; Below plan –
revenue flat for previous 4 years
Solution: Implemented a new hiring process for both the
outside sales and newly created inside sales
role
Results: 30% revenue growth over the following 3 years
Attrition stopped
The first person hired through system went from inside
sales to outside and produced $5 million in sales his
first calendar year
BUSINESS GROWTH
10Case Study #2
Company: Supply Chain Outsource Company - Medical &
Industrial Gases, Private Equity,
$33 million, 6 sales people in 5 markets
Challenges: P. E. and Board growth rate below plan;
Healthcare division shrinking; Non productive
sales
Solution: Implemented a new hiring process for the outside
sales role and the newly created inside sales role
Created an Inbound process with a new Marketing
leader
Results: Healthcare division back growing
2 new verticals created with pipelines in the $2
million + range
Largest location opportunity in company history,
2500 locations, in the pipeline
BUSINESS GROWTH
11Case Study #3
Company: I.T. Services Company- Java SOW & Staff Aug.
$25 million, Atlanta & London
Challenges: Grow a company at a fast pace without
tremendous attrition, win Best Places to Work
during the growth
Solution: Built a hiring process that was the
cornerstone advantage of the company
Create a ‘price on the seat’ = culture
Results: $0 to $25 million in 6 years
10 years on the Best Places to Work List…with #1
win and a number of top 5 places
Almost zero attrition during the 6 year growth run
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“I am convinced that nothing we do is more important than
hiring our people. At the end of the day, you bet on people,
not on strategies.”
-- Lawrence Bossidy, CEO of Honeywell
“HR & hiring isn’t a thing we do. It’s the thing that runs our
business.”
-- Steve Wynn, Owner of Wynn @ Las Vegas
“If we weren’t still hiring great people and pushing ahead at
full speed, it would be easy to fall behind and become
some mediocre company.”
-- Bill Gates, CEO of Microsoft
Perspective from Industry Leaders
BUSINESS GROWTH
13Contact Details
Atlanta – James Yeagle
Crossville Office Park
1102 Macy Drive Roswell, GA 30076
London – Mike Smith
45 Beech St
London EC2Y 8A United Kingdom
Email: James Yeagle [email protected]
Phone 404.723.8773
Address
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