Unlock the power of behavioural and psychometric profiling

Developing Your People Accelerating Your Growth

1


Unlock the power of Behavioural and Psychometric Profiling

MARK ERSKINE


2


Sales – art or science?Process or natural

gift?


3


60% of a typical purchasing decision takes place before

even having a conversation with a

supplier CEB

90% of B2B buyers say when they are ready to buy they’ll contact you

Earnest

In 2007 it took 3.68 calls to reach a prospect – now it

takes 8Telent & Ovation Sales Group

90% of Buying decisions are based on internet research

Gartner

73% of decision makers won’t accept an

inbound call Market Transformations Research

AVERAGEWORLD CLASS

46% of sales people now typically miss target

each year!CSO Insights


4


Time to take a good look at

your processes and methods


5

Developing Your People Accelerating Your Growth Behavioural & Psychometric

Profiling

5

Competency Development

Recruitment & Assessment

Adaptive Selling


6


Relationship & Solution Selling

Born: 1970’sDied: 2011

Sales Methodologies of choice


7


“What’s the secret of sales success?

If you’re like most business leaders,

you’d say it’s fundamentally about

relationships

– and you’d be wrong”


8

Developing Your People Accelerating Your Growth 5 Profile Types of Sales Reps

HARD WORKER

CHALLENGERPROBLEMSOLVER

RELATIONSHIPBUILDER

LONE WOLF

RELATIONSHIPBUILDER


Sample Presentation Name 9


March 2014


10

Developing Your People Accelerating Your Growth And yet.... we know more

about the Brain....

WHY PROFILING?

Developing Your People Accelerating Your GrowthDeveloping Your People Accelerating Your Growth

11

Psychometrics in Recruitment & Assessment

Re-recruit if it goes wrong!

Missed Opportunities

while up-skilling

Sales Funnel Ramp-up = lower

productivity

Recruitment Advertising

Agency Fees

Management Time

The cost of getting it wrong is equivalent to a Salesperson’s

Annual Salary

Induction & Product Training


12



13



14

Developing Your People Accelerating Your Growth Competency Development

Identifying Needs

Working Collaboratively

DeliveringResults

Being Disciplined

Closing Deals Developing

Solutions

Building Relationships

Staying Positive

Measure the “leading” indicators of competency Not just the “lag” indicators of results


15


Adaptive Selling


16

Developing Your People Accelerating Your GrowthFour “Windows” or Orientations

La Rotunda, Vicenza, Italy


17


The

Circumplex


18


Visual and working

environment clues to

identify the style


19


Sales Strengths

Confirming CapitalizingModerating

BridgingExtendingSupporting


20

Developing Your People Accelerating Your Growth Adapting your style

What makes this person

comfortable or uncomfortable

How this person wants

to be seen

What this person wants

to know

Developing Your People Accelerating Your GrowthDeveloping Your People Accelerating Your Growth

21

“Adapting” at every stage

Research & Planning

Discovery Meeting

Presenting

Closing

Negotiating

Prospecting approach


22



23


March 2014 23

Relationship & Solution Selling

Born: 1970’sDied: 2011

Sales Methodologies of choice




March 2014

“People will forget what you said.....

People will forget what you did.....

But people will never forget the way you made them feel”




March 2014

ANY QUESTIONS?