Right Management’s business driven, evidence-based approach to identify, assess and develop high performing sales talent can help you accelerate the performance of your sales team and create a high performing sales organization.

1. Accelerating Sales Performance
through People
Building high performing sales teams to
deliver tangible business results by adopting
a holistic talent management approach
Today’s complex and highly
competitive business environment
with increasing customer
sophistication, shorter product
lifecycles, longer sales cycles, and the
need for integrated solutions is
making the job of a sales person very
challenging. CEOs and Business
Leaders want accelerated top-line
growth and better contribution from
their sales people. Customers want
the sales people to provide long-term
measurable value and become their
trusted business partners.
For companies to be able to sustain
competitive advantage, the ability to
hire and develop high quality sales
talent is now more critical than ever
before.
Right Management’s business
driven, evidence-based approach
to identify, assess and develop
high performing sales talent can
help you accelerate the
performance of your sales team
and create a high performing
sales organization. We work with
clients to address key questions on
sales talent for sustainable business
growth.
Our Approach
Sales Talent Audit &
Creation of
Effective Sales
Profiles
Measurement of the
Increased Sales
Effectiveness
1
4
What is the sales talent
available for succession
management planning
?
Does your organization
have
the right mix of sales tal
ent
to achieve the compan
y’s
growth targets in today’
s
competitive market pla
ce?
What is the Sales Succe
ss
Profile for your
organization?
What is your success rat
e in
hiring and retaining hig
h
performing sales talent
for
different sales roles wit
hin
the organization?
How can the organizatio
n
harness the potential of
the
sales force to achieve you
r
long term business goals
of
increasing revenue, ma
rket
share and margins?
Evidence Based
Approach
Accelerating Excellence
Development and
Retention of High
Performing Sales
Talent
3
Identification
Systems for High
Performing Sales
Talent (Hiring /
Development)
2
Business Driven
Results Focused
Holistic
Evidence Based

2. Sales Talent Audit & Creation of Effective Sales Profiles
Validated Competency Model for each Sales and Sales Management role
Individual/team/organization-wide Sales Talent Audit report(s) powered by Chally,
the world leader in Sales potential assessments
Hiring & Selection Systems for High Performing Sales Talent
Ideal success profile for Sales and Sales Management roles
Evidence-based selection processes and tools
Development and Retention of High Performing Sales Talent
Success profiles integrated with the Performance Management System
Identification of Potential Management Candidates
Development of Sales Leaders
Creation of Sales Mentorship Programs
Improvement of Sales Leaders Coaching Skills
Measurement of the Sales Organization Increased Effectiveness
Data analytics to determine ROI and sales performance measures
Situation
Solution
Impact
Assessments for Corporate Account Sales Executives
This global technology company needed to grow corporate account sales and technology “share of wallet”
and become a trusted business partner to customers at the c-suite level
Reviewed existing competency profiles and enhanced them to clearly identify most critical competencies linked to
desired business outcomes
Designed and validated an “evidence-based” pre-hire assessment process that included three core components:
- An easy to use, structured interview guide to gain evidence of past results & successes
- A validated work style assessment to gain insights into drive, style and preferences
- A custom business case simulation to observe critical competencies and skills
The pre-hire assessment was delivered globally online, with virtual role play simulation
Individual reports provided to hiring managers with overall results, competency success profiles, and tips for
developing competencies to use during on-boarding
Group reports available in “real time” to provide dashboard view of the program
Account performance of new hires tracked to demonstrate business impact and ROI
Results indicated a 12% improvement in the selection of Top Performers using the assessment. The proportion
of Top Performers therefore increased to 52% from 40% with the assessment
Across 50 new hires, six more Top Performers were identified than would have been otherwise, resulting in an
additional $15M in annual revenue
Results of a similar assessment process used with current sales executives showed a 10% improvement
in account performance and a 14% improvement in spotting top sales executive talent
ROI was 120 times over the cost of the assessment
About Right Management
Right Management is the global leader in talent and career management workforce
solutions. As the workforce consulting experts within ManpowerGroup, the firm
designs and delivers solutions to align talent strategy with business strategy.
Expertise spans Talent Assessment, Leader Development, Organizational
Effectiveness, Employee Engagement, and Workforce Transition and Outplacement.
With offices in over 50 countries, Right Management partners with companies of all
sizes–including more than 80% of the Fortune 500–to help grow and engage their
talent, increase productivity and optimize business performance.
FOR FURTHER INFORMATION
Call +91.124.4536900
email: rightwired.india@right.com
www.right.com
Case Study