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.
To learn more please visit www.knightsbridge.ca.
SOURCE Knightsbridge Human Capital Solutions
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