Jpe Blueprint Presentation 2012 Slideshare V1

JPE Blueprint™

Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make It Happen!
©John Paul Executive Recruitment Limited

Use the JPE Blueprint™ for…

Succession Re-aligning Identifying
Hiring Evaluating
Planning Sales Team Skills Gaps

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


Where is Your Pain?
Which Area Will Have the Biggest
Impact on Your Business?

Reduce Increase
Attrition Performance

Improve Morale


Where is Your Pain?

Reduce Revenue
Costs Gain

Reduce Increase

Improve Morale

Increase
Productivity


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.



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


Overview of their
behavioural profile Action required
type

Training received Deadline

Actual
behavioural
profile type

Aptitude test
score which tests
Training required
ability to
think quickly

Performance
against Deadline
targets Ideal
behavioural
profile type


JPE Blueprint™
Identify the psychometric profiles of your sales team

Contact John Paul Tointon 0118 965 3884 jpt@johnpaul.co.uk www.johnpaul.co.uk Make ItIt Happen!
Make Happen!

Map Out the Trends of Your People

Top Sales
People

Middle 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


Map Behavioural Traits to Skills Set
New Business
•Number New Accounts
•Value Of New Accounts
•Average Deal Size
•Average Order Cycle

At a glance identify
Account behavioral traits
Manager • Who can close
business quickly
•Value of Cross Sell • Who is best to secure
•Value of Upsell
large deals
•Average Account Value
• Who can maximise
account penetration

Provides Gap analysis
Sales Engineer • Training
• People

•RFI’s into Orders
•POC’s Converted

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.


Identify Hotspots – Low Morale
Employee 1
•Becoming more accommodating
•Becoming more analytical
•Becoming more relaxed
•More patient and possibly in an attempt to avoid error
•In pieces confidence is destroyed

Possible Low Morale
Employee 2
•More account driven
•More social
•More driven
•More complying
•Low morale – head down and digging way out
•Possible personality clash

Employee 3 •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

The McQuaig System™ - Comparison of McQuaig Word Surveys® to each other


Identify Hotspots – Personality Clash
Employee 4 •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 Personality Clash
Employee 5
•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

Employee 6
•Less competitive
•Becoming more social
•More driving and more independent
•Hint of a personality clash with boss or someone at
work

The McQuaig System™ - Comparison of McQuaig Word Surveys® to each other


Visability


JPE Blueprint™ Overview


Recruitment Blueprint™ Overview
Test Score 35/50 Employee Name Action Required

Training Received Yes Generalist Pipeline
• Increase Av Order Value
Do So Re Co Do So Re Co
Performance Against Target
120% 78 63 16 11 78 63 16 11

Appointments 40 Month
Do So Re Co Do So Re Co
90
Pipeline $3,000,000
70
• Average Order Value $120,000 Training Required
60

• Pipeline Closed (No. Deals) 30% 50 Pipeline
• Increase number of deals closed
42
• Pipeline Closed (£/$ Value) 50%
30

Sales Revenue $2,000,000 20

10
• New Business $150,000
0

• Existing Accounts $90,000 Ac An Dr In Ac An Dr In

Average Order Values $140,000 Main Strength Competing

Account Values $500,000 Main Developmental Area Collaborating with others


Attitude Skill Knowledge
Employee
Name Trait Attitude Skill Knowledge
1 Energy 1 0 0
2 Drive 1 0 0
3 Tennacity 1 0 0
4 Contacts 0 0 1
5 Passionate about success 1 0 0
6 Incredibly curious - eager to learn 1 0 0
7 Act immediately 0 1 0
8 Never quit 1 0 0
9 Relentless in their quest for success 1 0 0
10 Target focussed 1 0 0
Attitude Skill Knowledge

Identify what makes your top people 10%
10%

80%


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


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


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


Increase average performance
2 Questions
1. 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 performance
The 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
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 • Stop hiring people who mirror your bottom performers
• The Difference Between Being Under Target or On Target • Start with your next hire

This example shows a team of ten sales people each with a £1,000,000 target
Individual Team
Sales 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 Team
Sales 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%


Where is Your Pain?

Reduce Increase

Improve Morale

List each area in order of which will have the biggest impact


Where is Your Pain?

Increase
Performance

Reduce Increase
Reduce Attrition Performance Improve
Attrition Morale

Improve Reduce
Morale Attrition
Improve Morale

Increase
Performance
Take action and contact JPE now…


Acquisition Psychometrics McQuaig System™ Recruitment & Development Blueprint™
Accreditations
Attrition

Contact John Paul Tointon
jpt@johnpaul.co.uk
www.johnpaul.co.uk
0118 965 3884
John Paul Executive Recruitment Limited

Solutions that solve the problem...
...rather than just treating the symptom


Jpe Blueprint Presentation 2012 Slideshare V1

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Jpe Blueprint Presentation 2012 Slideshare V1