80-20 Talent Assessment
Demand for sales talent outstrips supply and businesses are competing aggressively to fill the headcount that they need to achieve their growth targets. Traditional recruitment methods are flawed when it comes to identifying early to mid-stage sales talent. Most character traits required to be successful in a sales role cannot be identified from a resume, and in-person interviews are unavoidably narrow in scope and afford a relatively short window for assessment. Furthermore, the process of coordinating multiple candidates through multiple interviews is extremely expensive from a time and resource perspective. By the nature of this traditional recruitment process, candidates are assessed in isolation and benchmarking becomes unavoidably abstract.
In a market where demand for sales talent exceeds supply, moving decisively and quickly is critical. 80-20 has developed a unique and world-class sales talent identification and assessment process that has been proven to identify individuals that have the fortitude and ability to excel in this highly competitive and demanding field. The front end of the assessment process is like that conducted by internal and external recruitment teams across North America. Candidates complete an online application and are then taken through one-on-one interviews. This is where the similarities end.
80-20 invites the candidates that appear to have the requisite skills and abilities to 80-20’s unique sales talent assessment day. Up to 60 candidates can attend and from the moment of their arrival to the time that they depart, they are being expertly scored against a comprehensive range of critical metrics. Candidates are split into teams and undertake different exercise that are designed to test their character, intellect, courage, initiative, coachability, professionalism, stamina, communication and team building skills. The exercises are highly innovative and unique to 80-20. Scoring is conducted by a team of highly trained facilitators and recorded throughout the day. Members of our client’s organizations also attend so that they can observe and interact with candidates throughout the day.
Within 24 hours of the assessment day, our client receives a comprehensive report that incorporates detailed analysis of the performance of all candidates and a clear benchmarking picture that identifies the top 20 percent. The accuracy of this process is astounding and enables businesses to gain a deeper insight into their future team members. Issues that would be missed through a traditional recruitment process are avoided and hidden gems that would be missed during a resume screening process are identified.
If you want to learn more about 80-20’s unique sales talent assessment process and start the process of rapidly and confidently scaling your sales organization, contact us now!
“Ben and Mark have a unique combination of experience and analytic capabilities to reliably pick out top sales talent – independent of the candidates’ resumes.”
Program for Social Entrepreneurs
St. Paul’s GreenHouse and 80-20 Growth Corporation are excited to launch a sales training program for social entrepreneurs. Supported by the Ontario Centres of Excellence‘s Ontario Social Impact Vouchers, the program provides world-class sales training to help you unlock your potential as a social innovator.
Learn more here.
Sales Territory Design and Implementation
The importance of designing the optimal segregation of your addressable market cannot be overstated. 80-20 has deep experience in designing sales territories that maximize economic results. We have the analytic and modelling capability to factor in the overarching design of your sales strategy, organizational sales targets, individual commission plans, and CRM design and implementation.read more
Sales Target and Commission Plan Formulation
80-20 have deep experience designing commission, bonus and incentive plans that drive optimal behavior and the results that your business need. We have the analytic and modelling capability to design a solution that aligns with your growth goals (e.g. capturing market share versus margin maximization).read more
Web Presentation Development & Remote Selling
B2B selling is increasingly competitive; customers have access to a wealth of competitive data at the touch of a button, and they are reluctant to dedicate time to a lengthy sales process. 80-20 are experts at designing concise and compelling web presentations that engage clients, reduce sales cycles, and improve conversion ratios.read more
Call Script Design and Training
Whether generating top quality leads or conducting the entire sales process over the phone, the art of phone selling is just as important today as it has ever been. 80-20 trained professionals never sound scripted, but the foundation of their success is a script that delivers the proverbial knockout punch.read more
Identifying the Ideal Customer Profile
During this consultation process, 80-20 regularly identifies a new target market, customer profile or an entirely new channel to market for our client. 80-20 has decades of experience consulting with senior executives at the world’s largest organizations and we are experts in matching our client’s value proposition to the right people at the right business.read more
Salesforce.com CRM Training
80-20 believes that Salesforce.com is the World’s best sales-driven CRM solution. We have significant experience helping businesses maximize their return on investment in this solution by coaching best practices to sales managers and sales teams.read more
Customer Value Proposition Assessment and Creation
It is common for businesses to gravitate to a product/service centric sales approach, resulting in the dreaded list of features and benefits. 80-20 are experts at formulating a customer centric value proposition; one that gets to the heart of the problem that our client is solving and is guaranteed to grab prospects’ attention.read more
Sales Strategy Design and Implementation
Great sales results start with an optimal strategic plan. One size fits all? We don’t think so! At 80-20 we ask the right questions and employ decades of international business development experience to build a sales strategy and process that is right for your business.read more