Instructions on how applying best practice Talent Management tools and processes helped a client reduce their turnover. A Sales Benchmark Index Case Study.

1. Website Email Phone
www.salesbenchmarkindex.com info@salesbenchmarkindex.com 1-888-556-7338
Talent Management
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2. The Situation
• $780M Healthcare software company
faces:
– High turnover
– Large number of C Players
– Cost of mis-hires $3M in past 2 years
• Sales Leader wants to:
– Upgrade all aspects of Talent Management
– Ensure recruitment process yields A players
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3. What Did Not Work
• Issued Briggs Myers tests for entire sales
force
• HR increases use of external recruiters
• Sales managers go through interview
training
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4. What Did Work
• Competencies & Accountabilities defined
for all sales roles
• Scenario-based interview questions
developed to identify competency
strength
• On-boarding plans produced
• Scorecards and Individual Development
Plans issued to entire sales force
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5. Competency Matrix (Example)
• 18 Competencies defined with A, B and C Player
profiles
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6. Interview Questions (Example)
• Scenario-based questions identify whether
candidate has significant experience
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7. On-boarding Plan (Example)
• Each sales role receives an onboard plan and
assigned a mentor
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8. Scorecard (Example)
• Sales performance management includes
scorecard reviews (sales goals & activities)
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9. The Solution
• Redefined competencies for 6 sales roles
• Established scenario-based interview
questions to determine competency
match
• All sales people provided scorecards and
individual development plans
• On-boarding plans provided to all new
hires
• Managers trained on application of new
TM process
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10. The Result
Metric Before After
Sales Turnover 25% 4%
A Player % 5% 35%
Quota Attainment 63% 98%
Cost of mis-hire $1.5M/Yr $110K/Yr
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11. Learn More
Contact us to hear the rest of the story...
Email - info@salesbenchmarkindex.com
Phone - 1-888-556-7338
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