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Measurement of the Increased Sales

Effectiveness

Sales Talent Audit &Creation of

Effective SalesProfiles

Development andRetention of HighPerforming Sales

Talent

IdentificationSystems for HighPerforming Sales

Talent (Hiring /Development)

Evidence Based Approach

Accelerating Excellence

Our Approach

Accelerating Sales Performancethrough PeopleBuilding high performing sales teams to deliver tangible business results by adopting a holistic talent management approach

Today’s complex and highly competitive business environment with increasing customer sophistication, shorter product lifecycles, longer sales cycles, and the need for integrated solutions is making the job of a sales person very challenging. CEOs and Business Leaders want accelerated top-line growth and better contribution from their sales people. Customers want the sales people to provide long-term measurable value and become their trusted business partners.

For companies to be able to sustain competitive advantage, the ability to hire and develop high quality sales talent is now more critical than ever before.

Right Management’s business driven, evidence-based approach to identify, assess and develop high performing sales talent can help you accelerate the performance of your sales team and create a high performing sales organization. We work with clients to address key questions on sales talent for sustainable business growth.

What is the sales talent available for succession management planning?Does your organization have the right mix of sales talent to achieve the company’s growth targets in today’s competitive market place?What is the Sales Success Profile for your organization?

What is your success rate in hiring and retaining high performing sales talent for different sales roles within the organization?

How can the organization harness the potential of the sales force to achieve your long term business goals of increasing revenue, market share and margins?

Business Driven

Results Focused

Holistic

Evidence Based

Situation Solution Impact

Case Study

Assessments for Corporate Account Sales ExecutivesThis global technology company needed to grow corporate account sales and technology “share of wallet” and become a trusted business partner to customers at the c-suite level

Reviewed existing competency profiles and enhanced them to clearly identify most critical competencies linked to desired business outcomes

Designed and validated an “evidence-based” pre-hire assessment process that included three core components:

- An easy to use, structured interview guide to gain evidence of past results & successes

- A validated work style assessment to gain insights into drive, style and preferences

- A custom business case simulation to observe critical competencies and skills

The pre-hire assessment was delivered globally online, with virtual role play simulation

Individual reports provided to hiring managers with overall results, competency success profiles, and tips for developing competencies to use during on-boarding

Group reports available in “real time” to provide dashboard view of the program

Account performance of new hires tracked to demonstrate business impact and ROI

Results indicated a 12% improvement in the selection of Top Performers using the assessment. The proportion of Top Performers therefore increased to 52% from 40% with the assessment

Across 50 new hires, six more Top Performers were identified than would have been otherwise, resulting in an additional $15M in annual revenue

Results of a similar assessment process used with current sales executives showed a 10% improvement in account performance and a 14% improvement in spotting top sales executive talent

ROI was 120 times over the cost of the assessment

Sales Talent Audit & Creation of Effective Sales ProfilesValidated Competency Model for each Sales and Sales Management role

Individual/team/organization-wide Sales Talent Audit report(s) powered by Chally, the world leader in Sales potential assessments

Hiring & Selection Systems for High Performing Sales TalentIdeal success profile for Sales and Sales Management roles

Evidence-based selection processes and tools

Development and Retention of High Performing Sales TalentSuccess profiles integrated with the Performance Management System

Identification of Potential Management Candidates

Development of Sales Leaders

Creation of Sales Mentorship Programs

Improvement of Sales Leaders Coaching Skills

Measurement of the Sales Organization Increased EffectivenessData analytics to determine ROI and sales performance measures

About Right ManagementRight Management is the global leader in talent and career management workforce solutions. As the workforce consulting experts within ManpowerGroup, the firm designs and delivers solutions to align talent strategy with business strategy. Expertise spans Talent Assessment, Leader Development, Organizational Effectiveness, Employee Engagement, and Workforce Transition and Outplacement. With offices in over 50 countries, Right Management partners with companies of all sizes–including more than 80% of the Fortune 500–to help grow and engage their talent, increase productivity and optimize business performance.

FOR FURTHER INFORMATIONCall +91.124.4536900email: rightwired.india@right.com

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