Fit-4 Predicts New Hires’ Sales Success
Recruiting salespeople is often a hit-and-miss affair with performance in prior roles no guarantee of success in the next demanding job. However, a new assessment programme claims to be able to revolutionise the way we recruit salespeople by benchmarking potential new hires for optimal performance in any given sales role.
World-class benchmarks
Called Fit-4, the system has been through five years of development and pre-launch testing representing what developers SalesAssessment.com call the ‘very pinnacle of on-line sales performance assessment’. The solution is designed to enable managers to measure the capabilities of their salespeople, or proposed new hires, against world-class benchmarks.
‘Up to now, the luxury of world-class future performance analysis and sales performance benchmarking has been reserved for those elite organisations who can afford to “bring in the consultants”, to hand craft competency frameworks and build assessment centers,’ says SalesAssessment.com’s Andrew Dugdale.
Predictability
Now, he says, it is possible to hire the best salespeople, no matter whether you are a £1 billion corporation or a £1 million small business.
Dugdale says the online assessment programme that delivers high levels of predictability answering key questions like:
- how well are my new sales hires likely to perform?
- how well are my existing sales people performing, compared to what the could do? and
- what do I need to do to improve their performance?
Skill and motivational gaps
Measuring a range of parameters including ‘functional skill’; ‘behavior’; ’intellect’ and ‘motivation’, Fit-4 highlights skill gaps by individual or by role in an existing sales force or a new hire. The system can also show recruiters whether potential hires have the intellectual ability to achieve the results being sought and, also, whether they are motivated to do so – objectively, robustly, and accurately.
Dugdale tells ModernSelling.com: ‘McKinsey showed in the War on Talent survey, back in 2000, that the difference in revenue performance between an average sales performer and a high performer is typically 67%. Can you afford not to hire and develop a “high-performance” sales team, especially in today’s straitened economic times?’
Clients
Dugdale says that Fit-4 already has several of the world’s largest and most prestigious organisations on board, as well as a host of smaller companies.
He explains that the system allows managers to reduce the risk inherent in hiring salespeople and can help by moving a team ‘towards the skill sets required to rapidly grow revenue’ by assessing who can and will perform in which role. Guide price for reports is £350.
‘The right people with the right skills and the right motivation will give you the right results,’ concludes Dugdale.
