The most valuable resource in today's economy is talented people.
How do you ensure that you are hiring the very best? Are you accurately measuring a candidate's skills, knowledge and behaviour?
Drake offers powerful solutions for selecting ideal candidates- assisting you to hire the right people for the right roles, the first time.
Solving issues in hiring and performance management adds up to improved sales team effectiveness, productivity and profitability.
Drake's SPQ Gold improves recruitment and selection, performance management and training and development.
Recruitment and Selection:
The modern sales environment calls for a broad range of skills. The degree of specialised expertise your organisation needs from its sales professionals can make hiring a critical and difficult decision.
SPQ Gold assists managers to identify and pre-qualify candidate so that you only recruit top performers.
Drake's clients now have a proven method to short-list candidates based on their attitude towards sales and prospecting.
SPQ Gold examines other factors that may affect a sales person's career, namely their motivation levels, goal clarity, competing demands and problem solving abilities. SPQ Gold also checks to show if a candidate is answering honesty or just trying to give answers they think you want to hear.
Specific sales skills of your current sales people can be targeted and developed, creating a high performance sales culture.
Performance Management:
Ensure that your sales representatives are moving closer to their personal and business goals by identifying call reluctant behaviours that inhibit them from achieving their targets.
Interestingly, 40% of sales veterans (those with greater than five years experience) encounter call reluctance serious enough to threaten their career.
Recent studies have shown that prospecting activity can increase by more than 20%, following an SPQ Gold implementation.
SPQ Gold tells you three critical things about a potential sales employee:
- How much revenue they can bring in for the company;
- How soon they can perform at that level, and
- At what cost to the organisation in terms of managing and coaching
Specifically, SPQ Gold can resolve issues related to:
- Low prospecting or telemarketing activity
- Sales call reluctance
- Poor sales conversion rates
- Developing and implementing sales–related performance management review systems
- Sales team conflict or disharmony
Training and Development:
The SPQ Gold Development Report provides details on sales strengths and weaknesses for each sales staff member, which allows the manager to coach staff based on their individual needs.
This is best implemented with the Fear-Free Prospecting & Self-Promotion Workshop that teaches each individual how to overcome their weaknesses by utilising the Personal Prescription Profile. This profile is created based on the results of their individual SPQ Gold Development Report.
The Personal Prescription Profile provides participants of the workshop with scientific techniques for overcoming their call reluctance.
To learn more about how SPQ Gold can assist you to hire your next sales superstar or improve the effectiveness of your current sales force, call Drake today on 0800 840 940.
