When it comes to sales evaluation / hiring

A new scientific approach for sales scorecard – and what it could save on business managers

Business managers have an absolute unpleasant track record when it comes to evaluating sales talent. When you have the right sales resources, you see instant results and amazing things begin to happen. On the other hand, when you have a mediocre (or worse) salesperson on board, you shell out paycheck after paycheck with a difficulty of cutting your loss, while hoping you might make up your investment soon.

As the pool of good sales candidates fades, the selection process becomes more challenging, the margin of hiring error increases. Further the difficulty of evaluating newcomers throughout their set probation period scale up and the difficulty to take a decision (to fire or to keep who is not making his numbers) becomes another hell of a job.

Among the above situations lie many factors that make this evaluation difficult, but they all have one common cause, the lack of data that should be measured in order to take a decision upon.

Thus, to take a proactive approach rather than keep wishing for a  better availability of good sales candidates, we are here to describe a solution that could collect the required data and act as a preventive tool in the hiring process and as a reactive tool when evaluating newcomers and current salespeople in order to ease our successful decision process.

The Solution

HEED comes in to aid in deploying this tool by :

1. Defining appropriately the sales efforts required from every sales position according to your sales process in order to complete efficiently his job and reach his targets.

2. Use our developed scorecard tool  to build coefficients for  those efforts based on a minimum and maximum points.

3. Mapping Emotional Intelligence to those sales efforts required for the job.

Further our engagement includes building up all hypotheses needed to do the required observations. Such scientific analysis will draw a better picture and good insights for better planning and decision making.

As a boutique management sales consulting firm we leverage on our discipline to execute the set plans that link together people, plan, processes and systems.

If you are facing such challenges or any other uncertain sales challenges, and interested in optimizing your sales performance feel free to contact us or directly respond to mazen@logicshape.com.