Scandinavian Search Group The SSG SalesGauge Presentation 2009
Jun 10, 2015
Scandinavian Search Group
The SSG SalesGaugePresentation
2009
Some Facts about
Scandinavian Search Group
• Founded 1997
• 4th largest MRI Network office in Europe 2008
• 120 placements in 2008
• Scandinavian Search Group Baltic established June 2008
Some Facts about
MRINetworkEstablished 1964
Nearly 1,000 offices, in more than 35 countries
Our services
Pulling together for increased sales…
…maximizing sales team effectiveness
The SSG SalesGauge
When you pay for six salespeople you get six pulling sales in, right?
What if you pay for six but get five pulling sales in and one pulling sales out?
These take upthe slack for the
Bottom Performers– but are highly mobile
These pull sales out of the
organisation and put pressure on everyone
Bottom Performersproduce 32% less than the
‘Average’ producers
Top Performersproduce 32% more than the
‘Average’ producers
‘Normal Distribution’
32% less than average
sales
Average sales
32% morethan average
sales
These all looked the same when hired…
What do you miss?
…but traditional approaches do not work consistently well!
If traditional approaches work - you wouldn’t have an issue…
“It’s not experience – or college degrees or other accepted factors…
…(it) hinges on fit with the job.”
Source: Herbert M. Greenberg and Jeanne Greenberg,
“Job Matching for Better Sales Performance, ” Harvard Business Review, Vol. 58, No. 5.
360,000 salespeople followed through sales careers over 20 years
Percentage of Top Performers
in sales force
– Job Match vs. Non Job Match
“Six months after hire persons who had been job
matched outperformed those who had not been matched.
“Moreover, the differences widened after 14 months”
Source: Herbert M. Greenberg and Jeanne Greenberg,
“Job Matching for Better Sales Performance, ” Harvard Business Review, Vol. 58, No. 5.
Shield your targets!
Interviews: Less than perfect...
• 100s of questions to get necessary information
• Which are the right questions?
• Analyzing and comparing candidate responses
• What if they exaggerate?
The SSG SalesGauge...
...How it works
1. Test your Top 3 Sales People
2. Receive a Benchmark Profile for
- Organizational reengineering- Future Hirings
The SSG SalesGauge...
The JobMatch
PatternShaded areas indicate the JobMatch pattern
The JobMatch patterns show requirements for the sales positions in
your company
• Can deal with the mental demands of their sales cycle position
• Are comfortable with the demands of the sales environment they work in
• Enjoy selling and are motivated to do it
‘Superior’ sales producers fit their jobs and:
“...(it) hinges on fit with the job…”
3. Benchmark against the Top Performers
- Current Team- Future Hirings
The SSG SalesGauge...
Grey areas indicate the JobMatch pattern
Red boxes show the candidate’s scores
GoodMatch
Grey areas indicate the JobMatch pattern
Red boxes show the candidate’s scores
QuestionableMatch
The ReportInternal Recruitment
and Coaching
“In these days of Talent Wars, the best way to keep your stars is to know them better than they know themselves
- and then use that information to customize the career of their dreams”
-Source: Timothy Butler & James Waldroop: “Job Sculpting” Harvard Business Review - September-October 1999
The ReportExternal Recruitment
of new Top Performers
New CandidatesBenchmarked towards
Top Performers
The Challenge– 37 salespeople - averaged 109% of target
– Top 10 averaged 125% of target (111% to 139%)
– Bottom 7 averaged 92% of target (82% to 99%)
What they did
– Profile Identified the Key Characteristics of the Top (& bottom) Performers
• Provided a framework to identify top performers at the point of hiring
• Provided a framework to raise everyone’s performance to Top Performer level
Results– Took product line from $1M p.a. to $1M per month– 2nd year total sales: $10.5M – 3rd year total sales: $22M
Real Life Case 1:
Novartis Ciba Vision
14 Account Executives
• Dramatic performance gaps
– Average sales of 3 Top Performers: $1.25M
– Average sales of 3 Bottom Performers: $850K
Benchmark pattern created of the top three performers
All 14 reviewed against pattern and ‘the bar’ set at 87%
Big difference between matched / non-matched people:
Matched: Average sales: $1.31M
Non-Matched – Average sales: $ 840K
Average difference between selected and non-selected: $ 470K
…Which would you prefer to hire?
Real Life Case 2:
Data Service Organization
…We’ll help you develop the profile, produce the reports and track the
results to keep you on line – we’ll support you all the way
What Next?
Pulling together for increased sales……maximizing sales team effectiveness
...and headhunting the right people
Scandinavian Search Group
together with
Profiles International and MRINetwork