Knightsbridge Identifies 14 Different Types of Sales Professionals
The science of sales management has definitely changed since the days of salesman Willy Loman or the "Tin Men"
TORONTO, Jan. 10 /CNW/ - Knightsbridge Human Capital Solutions and its research partner Chally have shattered the traditional sales management focus of pigeon holing sales roles - you were either a hunter or a farmer. While developing Predictor, Knightsbridge's new sales management analytic tool, that helps companies assess the motivations, skills and work habits associated with sales performance excellence, Knightsbridge and Chally, analyzed thousands of sales professionals around the world, across multiple industries and uncovered fourteen distinct types of sales roles!
"These findings firmly supports Knightsbridge's position that "a salesperson is not just a salesperson", said Frances Randle, Managing Director of Knightsbridge Talent Solutions. "We strongly believe that companies who use a "one-size-fits-all" solution to solve very specific sales productivity issues will not be successful in the long-term. Organizations must be as specific as possible in first determining their go-to market strategy and deciding the type of sales approach best suited to execute this strategy; and then hiring and developing the right kind of sales talent to successfully meet the needs of their clients," Randle added.
Predictor allows companies to take a deep look at their sales force capabilities in order to accurately determine current or a potential sales professional's degree of fit against these success profiles. The work can help predict a number of talent management applications including selecting new sales talent, succession planning and the allocation of training and coaching resources for development.
"With Knightsbridge's Predictor, sales leadership now has access to all the relevant information they need to plan and strategize for the future," says Matt Goff, Director of Client Solutions at Knightsbridge. "Our clients report that when they use Predictor to guide every sales talent decision, they have seen an average accuracy rate of 85 per cent in predicting successful performers, combined with a 35 per cent increase in productivity per sales rep," Goff noted.
Predictor allows organizations to be more confident in hiring and developing the right sales talent, assess sales forces strengths and weaknesses to ensure alignment with business goals and to raise the benchmark of sales excellence and productivity within sales organizations.
About Knightsbridge Human Capital Solutions
Knightsbridge works with organizations to help them seamlessly execute their strategy through people. Teams of experienced specialists in Leadership & Talent Planning, Executive Search & Recruitment, Career Development & Transition, and Workforce Management provide integrated solutions to deliver on your human capital needs. Knightsbridge has the people and services you need when you need stronger people.
Knightsbridge is Canada's fastest growing human capital company, with 26 offices and 240 employees across Canada the U.S and the U.K. including Toronto, Montreal, Ottawa, Calgary, Vancouver, as well as Halifax, Moncton, and St. John's through our strategic alliance with Knightsbridge Robertson Surrette. We serve our clients globally through strategic alliances with Lee Hecht Harrison for career transition services and Amrop for global executive search.
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