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Predictability - Wise Choice in a Chaotic Business World
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Bringing an enhanced measure of certainty to sales resourcing
You already know that when you correctly predict the future in any part of your business, your Return on Investment increases. This is especially true in hiring your sales force.
Great things happen when you make the correct hiring decisions - the good effects of wise choice cascade throughout your company.
When you increase the accuracy of your hiring decisions in sales - at the entry point for your sales force - those new hires generate far more revenue over time. With each correct hiring decision, you reduce your initial cost in time, money, and manpower and increase your company's sales revenue over the working life of your employee.
Unfortunately, the bad effects of unwise choice can also cascade throughout your company.
Hiring the wrong people or selecting the wrong people to develop can literally make the difference between thriving and surviving . . . or business failure. That difference between surviving and thriving can be as little as 0.1 on the performance predictability scale. Hence, correct performance prediction in such a critical role as sales is vital to companies in today's ever more competitive and cut-throat marketplaces. In this chaotic business environment, ambiguity is your biggest enemy . . . clarity is your greatest friend.
Wouldn't it be great to have a crystal ball to provide that clarity? A crystal ball to help you choose wisely?
You have one.
In sales hiring, Predictive Performance Reports are the closest we can get to a crystal ball. Reliable Predictive Performance Reports increase the accuracy of your hiring decisions, and this increases sales revenue and reduces cost of sale thus increasing RoI.
The greater the predictive accuracy, the greater the RoI.
The reward for spot-on assessments is huge . . . but so is the cost of getting them wrong.
What kind of costs?
IDC (www.idc.com) released a report in late 2007 that shows that even average sales performance exacts a tremendous cost: companies in IT & Telecoms in the US lose between $3 and $5 million in wasted costs and lost opportunities per sales head, per annum. Given an even conservative estimate of 10,000 sales people in this space and a conservative value of $3.25m per head per annum - this means that in the US alone, the IT & Telecoms industries squander a possible $32.5bn every year.
What kind of rewards?
Fit-4 can dramatically improve these numbers. In beta trials, Fit-4 has been shown to increase revenue from each new hire recruited using this approach by up to 19%* per year compared to a placebo group of people hired using existing test methods. Additionally, Fit-4 highlights the skills gaps in your current sales force so that you can launch a development program to provide further improvement in the numbers.
This predictability is shown graphically as below:
You also get a skills development report for each person as part of Fit-4, so you can further improve these numbers through training.
Contact SalesAssessment.com today to find out what we can do for your sales team
* During beta trials the key predictive component of Fit-4 (Sales Report) showed revenue growth for new hires selected through the tool of up to 19% compared to an existing traditionally hired group.
