Crashing sample

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved

Your NEW Talent Selection Process?

1


Your Last Hires!2


Your Last Hires!2


Past Results!3


Past Results!3


Past Results!OK!

3


Past Results!Oops! OK!

3


How do you select the RIGHT

person for the right job?

4


Many applied?5


Many applied?5


Do they have the CRITICAL factors?

6


Screen first… then Select!

7


What’s Great Service?

8


What’s Great Service?• What critical factors

are needed for a 15% tip for the waiter?

8




• What critical factors are needed for a 20% tip for the waiter?

8





• Is it only delivering the food timely?

8





• Is it only delivering the food timely?

• What about the extra service provided?

8


DOESN!T

CLOSE SALES 0STRONG

CLOSER

SIMPLE SALE 0COMPLEX

SALE

PRODUCT

SALE 0SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE0

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE0

COMPLEX

PRODUCT

KNOWLEDGE

SELLS FIRST 0RELATIONSHIP

FIRST

LOW

PERSUASION 0HIGH

PERSUASION

LONG SALES

CYCLE 0SHORT SALES

CYCLE

LITTLE

FOLLOW UP 0STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

0

WANTS TO

CONTROL

SALES

PROCESS

LISTENS MORE 0 TALKS MORE

INDIVIDUAL

EFFORT 0COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 0FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 0DETAILED

PLANNING

Penny York #40 (#10 Western)a

Define The Factors Needed for the Role!

9


DOESN!T

CLOSE SALES 0STRONG

CLOSER


SALE

PRODUCT

SALE 0SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE0

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE0

COMPLEX

PRODUCT

KNOWLEDGE


FIRST

LOW

PERSUASION 0HIGH

PERSUASION

LONG SALES

CYCLE 0SHORT SALES

CYCLE

LITTLE

FOLLOW UP 0STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

0

WANTS TO

CONTROL

SALES

PROCESS


INDIVIDUAL

EFFORT 0COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 0FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 0DETAILED

PLANNING



9

• First identify the “critical” factors


DOESN!T

CLOSE SALES 0STRONG

CLOSER


SALE

PRODUCT

SALE 0SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE0

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE0

COMPLEX

PRODUCT

KNOWLEDGE


FIRST

LOW

PERSUASION 0HIGH

PERSUASION

LONG SALES

CYCLE 0SHORT SALES

CYCLE

LITTLE

FOLLOW UP 0STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

0

WANTS TO

CONTROL

SALES

PROCESS


INDIVIDUAL

EFFORT 0COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 0FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 0DETAILED

PLANNING



9


• Second, identify the “important” factors


DOESN!T

CLOSE SALES 0STRONG

CLOSER


SALE

PRODUCT

SALE 0SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE0

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE0

COMPLEX

PRODUCT

KNOWLEDGE


FIRST

LOW

PERSUASION 0HIGH

PERSUASION

LONG SALES

CYCLE 0SHORT SALES

CYCLE

LITTLE

FOLLOW UP 0STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

0

WANTS TO

CONTROL

SALES

PROCESS


INDIVIDUAL

EFFORT 0COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 0FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 0DETAILED

PLANNING



9



• And third, identify the “nice to have” factors


DOESN!T

CLOSE SALES 0STRONG

CLOSER


SALE

PRODUCT

SALE 0SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE0

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE0

COMPLEX

PRODUCT

KNOWLEDGE


FIRST

LOW

PERSUASION 0HIGH

PERSUASION

LONG SALES

CYCLE 0SHORT SALES

CYCLE

LITTLE

FOLLOW UP 0STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

0

WANTS TO

CONTROL

SALES

PROCESS


INDIVIDUAL

EFFORT 0COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 0FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 0DETAILED

PLANNING



9




• Is Penny the correct person for this role?


DOESN!T

CLOSE SALES 2 10 26 7 3STRONG

CLOSER

SIMPLE SALE 1 14 22 5 5COMPLEX

SALE

PRODUCT

SALE 1 14 22 5 5SOLUTION

SALE

QUOTE, PRICE

& DELIVERY

SALE2 3 7 18 9 8

PRESENTATION

SALE

SIMPLE

PRODUCT

KNOWLEDGE1 14 22 5 5

COMPLEX

PRODUCT

KNOWLEDGE

SELLS FIRST 6 7 22 9 3 1RELATIONSHIP

FIRST

LOW

PERSUASION 2 10 26 7 3HIGH

PERSUASION

LONG SALES

CYCLE 11 11 20 5 1SHORT SALES

CYCLE

LITTLE

FOLLOW UP 1 2 15 17 6 7STRONG

FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

2 10 26 7 3

WANTS TO

CONTROL

SALES

PROCESS

LISTENS MORE 2 3 7 18 9 8 TALKS MORE

INDIVIDUAL

EFFORT 6 7 22 9 3 1COLLECTIVE

EFFORT

IMPROVISES

SALES PATH 3 12 17 8 8FOLLOWS

SALES PATH

LITTLE OR NO

PLANNING 1 2 15 17 6 7DETAILED

PLANNING

ACME National Sales Team

How Does Penny Line Up to the Team!

10


DOESN!T


CLOSER


SALE

PRODUCT


SALE

QUOTE, PRICE

& DELIVERY

SALE2 3 7 18 9 8

PRESENTATION

SALE

SIMPLE

PRODUCT


COMPLEX

PRODUCT

KNOWLEDGE


FIRST

LOW


PERSUASION

LONG SALES


CYCLE

LITTLE


FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

2 10 26 7 3

WANTS TO

CONTROL

SALES

PROCESS


INDIVIDUAL


EFFORT

IMPROVISES


SALES PATH

LITTLE OR NO


PLANNING



10



DOESN!T


CLOSER


SALE

PRODUCT


SALE

QUOTE, PRICE

& DELIVERY

SALE2 3 7 18 9 8

PRESENTATION

SALE

SIMPLE

PRODUCT


COMPLEX

PRODUCT

KNOWLEDGE


FIRST

LOW


PERSUASION

LONG SALES


CYCLE

LITTLE


FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

2 10 26 7 3

WANTS TO

CONTROL

SALES

PROCESS


INDIVIDUAL


EFFORT

IMPROVISES


SALES PATH

LITTLE OR NO


PLANNING



10




DOESN!T


CLOSER


SALE

PRODUCT


SALE

QUOTE, PRICE

& DELIVERY

SALE2 3 7 18 9 8

PRESENTATION

SALE

SIMPLE

PRODUCT


COMPLEX

PRODUCT

KNOWLEDGE


FIRST

LOW


PERSUASION

LONG SALES


CYCLE

LITTLE


FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

2 10 26 7 3

WANTS TO

CONTROL

SALES

PROCESS


INDIVIDUAL


EFFORT

IMPROVISES


SALES PATH

LITTLE OR NO


PLANNING



10





DOESN!T


CLOSER


SALE

PRODUCT


SALE

QUOTE, PRICE

& DELIVERY

SALE2 3 7 18 9 8

PRESENTATION

SALE

SIMPLE

PRODUCT


COMPLEX

PRODUCT

KNOWLEDGE


FIRST

LOW


PERSUASION

LONG SALES


CYCLE

LITTLE


FOLLOW UP

DOES NOT

CONTROL

SALES

PROCESS

2 10 26 7 3

WANTS TO

CONTROL

SALES

PROCESS


INDIVIDUAL


EFFORT

IMPROVISES


SALES PATH

LITTLE OR NO


PLANNING



10




• * Penny’s place on the team

Confidential - BestWork DATA™ & YPN™ Companies, Inc © 2010 All Rights Reserved 11


You can now screen the field!11


New Screened Results!12


New Screened Results!Oops! OK!

12


Parting Question?

Do want to fill your company with “Stars ”?

13


Parting Question?

Do want to fill your company with “Stars ”?

13


Find out how to select Star Performers…

14

YPN™ Companies, Inc 1720 Mars Hill Rd NW, Suite 8-325

Acworth, GA [email protected]

678-389-6704

mailto:[email protected]



Find out how to select Star Performers…

14

YPN™ Companies, Inc 1720 Mars Hill Rd NW, Suite 8-325

Acworth, GA [email protected]

678-389-6704



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Crashing sample