What is The Process Like?
If it is recruitment of new Sales People, development and training of Sales People or you want to be trained in using the SalesKey profile, we can help you.
1. Recruitment with the SalesKey Profile
One of the most important things that our experience has learned us over the past many years is that when recruiting new salespeople, full disclosure is the first step to a successful recruitment. You get this wrong; the success of your recruitment process is left out of your control.
You, and the person you are considering hiring, may think that there is full disclosure, but our experience tells us, that in many cases salespeople are simply not aware of the areas that limit their performance.
In a best case scenario, the lack of full disclosure may only mean that the person you are hiring may never reach his or her full potential. In a worst case scenario it may result in lost opportunities, firing and another expensive and time consuming recruitment process.
Quick success equals long term employment
With the SalesKey® profile we aim to ensure that there is full disclosure during the recruitment process regarding the person’s abilities, ambitions, self limiting barriers and behaviour when it comes to sales.
With the complete profile of the person’s abilities, ambitions, self limiting barriers and behaviour within sales, you not only have the best input for you decision to hire or not, you also get the complete blueprint for setting up an tailor made introduction and training programme steering your new hire directly on to the path of success. This enables you to eliminate expensive hiring mistakes and lowering turnover among your successful salespeople.
The SalesKey® is able to predict, with industry best accuracy, whom of your potential hires that will perform. That is one of many reasons the SalesKey® profile has become an integrated and valuable part of many of our clients recruitment process.
2. Training and Development with the SalesKey Profile
Gone are the days where you used to hire a sales training consultant and gather all your salespeople for two days, only to experience a short lived peak in performance from one out three salespeople that participated.
Laser like accuracy lifts ROI on sales training to record levels
With the SalesKey® profile we are able to, with laser like accuracy, setup a tailor made training and coaching programme, which will help the individual sales person reach his or her full potential.
By primarily focusing on the areas that limits the individual salesperson’s performance we are able to ensure high awareness from the individual combined with high commitment and effort from the individual to overcome the identified limitations and thereby reach the best ROI on the company’s investment in training.
The individual programmes will typically be a combination of topic specific sales training mini courses and highly intensive coaching and will as such not take time away from the salesperson’s daily sales activities.
3. SalesKey Certified Consultant
In order for you or your company to use the SalesKey® profile you need use a SalesKey® Certified Consultant or go through our certification course yourself.
One of the strong features of The SalesKey® profile is its “at-first-glance-easy-tointerpret” feel and look. However, we are constantly working very hard to make an immensely complex field easy to use and understand. Therefore it is important to us that the users, of the SalesKey® profile, receives the proper training in the foundation and theory of the profile so that they are able to use the profile to its fullest.
4. How is the SalesKey Profile Used?
Let’s start with the value for the sales training companies – we’ll get back to the value for the end-user.
A typical customer is a sales training company that either train their customers in their own sales methology or use a well know brand such as Solutions Selling or Strategic Selling. They will typically sell a 3-5 day sales training course 2-3 times a year with an average account and not do business with them in between.
With the SalesKey assessment they have been able to expand their engagement with their clients: They will typically start with the assessment, then give individual feedback on the assessment, tailor their sales training to the specific areas they have identified as relevant and maybe have “lunch and talk” sessions where they gather smaller groups of sales people with specific topics. Based on the assessment feedback session they present an individual coaching plan for each sales person. A coaching plan that will typically take place after the sales training. Furthermore this process allows the company to start work with new hires as soon as they start, and not wait 3-4 months until the next sales training course is scheduled.
On the question of value to an entire organisation, what we have experienced is that the top management gets quite involved, since they can see immediate progress and it is identified down to every sales person what steps needs to be taken in order to increase performance. Furthermore, it helps the top management to put a sales culture on the agenda for the entire organisation and having all people with customer contact being aware of sales.
Furthermore, when an organisation has used the assessment on 100 or more sales people, we will be able to identify the success factors that are specific for selling their products and services and thereby improving their recruitment of future sales people.