jpe blueprint presentation 2012 slideshare v1
DESCRIPTION
The JPE Blueprint™ helps you map out the trends of your most successful people. At a glance you can identify the behavior, cultural fit, aptitude of your most successful people based their performance against targets.TRANSCRIPT
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
Make It Happen!©John Paul Executive Recruitment Limited
JPE Blueprint™
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
Make It Happen!©John Paul Executive Recruitment Limited
Map Out The Trends Of Your Most Successful People• Learn How To Mirror Your Top Performers• Increase Performance• Replicate Success• Reduce Attrition• Improve Morale• Inject Attitude
Use the JPE Blueprint™ for…
Hiring Evaluating Succession Planning
Re-aligning Sales Team
Identifying Skills Gaps
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
Make It Happen!
Where is Your Pain?
Increase Performance
Improve Morale
Reduce Attrition
Which Area Will Have the Biggest Impact on Your Business?
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
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Where is Your Pain?
Revenue Gain
Reduce Costs
IncreaseProductivity
Increase Performance
Improve Morale
Reduce Attrition
Which Area Will Have the Biggest Impact on Your Business?
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
Make It Happen!
JPE Recruitment Blueprint™
Map out the trends of your most successful people • The Recruitment Blueprint™ helps you map out the trends of your most successful
people. At a glance you can identify the behavior, cultural fit, aptitude of your most successful people based their performance against targets of KPI’s, order cycle and order values (or however you measure the performance of your team).
• You can quickly evaluate the people that fit culturally and perform well in their particular roles based on the information in The Recruitment Blueprint™. This enables you to quickly identify skills gaps and training needs at a glance. You can then create an action plan and set deadlines and record the results while you continuously build a knowledge base of how to build the dream team.
• Once you have worked with The Recruitment Blueprint™ over a period of time it allows you to build a knowledge base that enables you to create a successful hiring, training and development process that you can replicate on demand.
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
Make It Happen!
JPE Recruitment Blueprint™
At a glance you can• Identify the behavior, cultural fit, aptitude of your top, middle & bottom
performers• Evaluate the people that fit culturally and perform the well in their roles• Identify skills gaps and training needs at a glance• Build a knowledge base that enables you to create a successful hiring,
training and development process that you can replicate on demand• Create action plans and set deadlines and record the results while you
continuously build a knowledge base of how to build the dream team• Map out the trends of your most successful people
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
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JPE Recruitment Blueprint™Overview of their
behavioural profile type
Training received
Actual behavioural profile type
Aptitude test score which tests
ability to think quickly
Performance against targets
Action required
Deadline
Training required
DeadlineIdeal
behavioural profile type
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
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JPE Blueprint™
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Identify the psychometric profiles of your sales team
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
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Map Out the Trends of Your People
Middle Sales People
Top Sales People
Bottom Sales People
Build a knowledge base that enables you to create a successful hiring, training and development process that you can replicate on demand
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
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•Value of Cross Sell•Value of Upsell•Average Account Value
•RFI’s into Orders•POC’s Converted
•Number New Accounts•Value Of New Accounts•Average Deal Size•Average Order Cycle
Map Behavioural Traits to Skills Set
Account Manager
Sales Engineer
New Business
At a glance identify behavioral traits• Who can close
business quickly• Who is best to secure
large deals• Who can maximise
account penetration
Provides Gap analysis• Training• People
Create an action plans and set deadlines and record the results while you continuously build a knowledge base of how to build the dream team.
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
Make It Happen!
•More account driven•More social•More driven•More complying•Low morale – head down and digging way out•Possible personality clash
•Emotional event (good or bad) in private life which is causing intensiveness and inconsistency
•May appear lazy and not good under pressure (score over 70)
•Good be causing grief as everything has to be in order•Low morale at work•Making such a lot of significant changes its difficult to judge
•Becoming more accommodating•Becoming more analytical•Becoming more relaxed•More patient and possibly in an attempt to avoid error• In pieces confidence is destroyed
Identify Hotspots – Low Morale
Employee 2
Employee 3
Employee 1
Possible Low Morale
The McQuaig System™ - Comparison of McQuaig Word Surveys® to each other
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
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•Less competitive•Becoming more social•More driving and more independent•Hint of a personality clash with boss or someone at work
•Balanced person• In transition in the real (persona; life) Emotional event•Situational shows an urgent co-operator• Very pleasant•Possible personality clash with boss•Balanced personality and is difficult to judge due to transition
•Specialist – Urgent co-operator•Making changes•More competitive•More analytical•More driven•More complying •Pressure seems to be on •Major conflict or clash of personalities
Identify Hotspots – Personality Clash
Employee 5
Employee 6
Employee 4
Personality Clash
The McQuaig System™ - Comparison of McQuaig Word Surveys® to each other
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
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Visability
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
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JPE Blueprint™ Overview
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
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Recruitment Blueprint™ OverviewTest Score 35/50 Employee Name Action Required
Training Received Yes Generalist Pipeline• Increase Av Order Value
Performance Against Target120%
Do So Re Co Do So Re Co
78 63 16 11 78 63 16 11
Appointments 40 Month
Pipeline $3,000,000
• Average Order Value $120,000 Training Required
• Pipeline Closed (No. Deals) 30% Pipeline• Increase number of deals closed
• Pipeline Closed (£/$ Value) 50%
Sales Revenue $2,000,000
• New Business $150,000
• Existing Accounts $90,000
Average Order Values $140,000 Main Strength Competing
Account Values $500,000 Main Developmental Area Collaborating with others
Ac An Dr In
Do So Re Co
90
70
60
50
42
30
20
10
0
Ac An Dr In
Do So Re Co
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
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Attitude Skill Knowledge
Employee Name Trait Attitude Skill Knowledge
1 Energy 1 0 02 Drive 1 0 03 Tennacity 1 0 04 Contacts 0 0 15 Passionate about success 1 0 06 Incredibly curious - eager to learn 1 0 07 Act immediately 0 1 08 Never quit 1 0 09 Relentless in their quest for success 1 0 0
10 Target focussed 1 0 0
80%
10% 10%
Attitude Skill Knowledge
Identify what makes your top people
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
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Evaluate Sales Team
• Profile top, middle and bottom performers
• Profile people who have left during 3-12 month’s
• Identify trends in profiles
• Evaluate profiles of people in the target zone
• Present management guidelines
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
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Eliminate Unsuccessful Areas
Raise the average performance of your sales team• Qualify out people who do not meet the benchmark
• Build a knowledge base of trends of unsuccessful people – stop hiring them
• Outsource exit interviews – continue to build knowledge base
• Educate recruitment agencies, management and trainers of knowledge base
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
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Replicate The Success
• Create benchmarking system for new people • Employ people who mirror your top people • Stop hiring people who mirror your bottom performers• Build a knowledge base of successful people • Create system to ensure that all new people are tracked from source • Profile your team and identify hotspots (Low morale – Personality clash)• Ensure managers are made aware of hotspots • Profile all people prior to 1st interview • Aptitude test all people prior to 1st interview • Continue to build knowledge base of successful people • Include behaviors required in your job adverts • Measure behaviors before inviting in for interview• Educate recruitment agencies, management and trainers of knowledge base
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
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2 Questions1. How do you increase the average performance level of your sales team?
Each new person you hire has potential• potential to achieve above average performance• potential to achieve average performance• potential to achieve below average performanceThe JPE Blueprint™ allows you to identify, hire and develop people who mirror people in these zones.
It is up to you to choose who you replicate in your next hire …
If you stop hiring people who mirror your bottom performers you will automatically raise the average performance level of your team.
This simple method automatically increases the average performance level of the whole team.
2. What impact will this have on your business?
Increase average performance
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
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Increase average performance
This example shows a team of ten sales people each with a £1,000,000 target Individual TeamSales People Target Performance Target Revenue Generated % Target
Top Performers 2 £ 1,000,000 £ 1,200,000 £ 2,000,000 £2,400,000 120%
Middle Performers 5 £ 1,000,000 £ 950,000 £ 5,000,000 £4,750,000 95%
Bottom Performers 3 £ 1,000,000 £ 700,000 £ 3,000,000 £2,100,000 70%
Total Sales People 10 £ 10,000,000 £9,250,000 93%
Average Performance Level of Team £925,000
This example shows what can be achieved just by increasing the performance levels of your bottom performers
Individual TeamSales People Target Performance Target Revenue Generated % Target
Top Performers 2 £ 1,000,000 £ 1,200,000 £ 2,000,000 £2,400,000 120%
Middle Performers 8 £ 1,000,000 £ 950,000 £ 8,000,000 £7,600,000 95%
Bottom Performers 0
Total Sales People 10 £ 10,000,000 £10,000,000 100%
Average Performance Level of Team £975,000
Total Sales Revenue Increase £750,000 8%
A small increase in the average performance levels of your team can have a major impact on the overall performance of your sales team.• The table below demonstrates in increase of £750,000 for a sales team of 10• The Difference Between Being Under Target or On Target
• Stop hiring people who mirror your bottom performers• Start with your next hire
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
Make It Happen!
Where is Your Pain?
List each area in order of which will have the biggest impact
Increase Performance
Improve Morale
Reduce Attrition
Which Area Will Have the Biggest Impact on Your Business?
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
Make It Happen!
Where is Your Pain?
Take action and contact JPE now…
Increase Performance
Improve Morale
Reduce Attrition
Which Area Will Have the Biggest Impact on Your Business?
Reduce Attrition
Improve Morale
Increase Performance
Reduce Attrition
Increase Performance
Improve Morale
Contact John Paul Tointon 0118 965 3884 [email protected] www.johnpaul.co.uk©John Paul Executive Recruitment Limited
Make It Happen!
Accreditations
Contact John Paul [email protected]
0118 965 3884John Paul Executive Recruitment Limited
McQuaig System™ Recruitment & Development Blueprint™Psychometrics AttritionAcquisition
Solutions that solve the problem......rather than just treating the symptom