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High Impact Sales Management

Your sales team is perfectly staffed to obtain the same results in 2011, that you obtained in 2010.   If you would like to double your sales this year you can start by participating in a two hour webinar that reviews a case study of a sales manager that did it.  Learn how to reverse the 80/20 rule in your sales force.

Who:           Presented by Dr. Neil Clark, Executive Director of HireSmart, LLC 

What:          High Impact Sales Management – Case Study – Lens Care Group
When:         Fourth Tuesday of each month from 11 AM to 1PM 

Cost:             $35

80/20 Rule – Fact or Fiction?

Frank Schmidt and John Hunter, two of the foremost experts in personnel productivity undertook a major review of the dozens of studies on the impact people have upon the success of organizations conducted over the last eighty five years.  Their aim was to distil out practical usable information that could help organizations determine the impact their people have upon their productivity, and what organizations can do to improve the people aspects of their businesses. What they found was that for every job they reviewed there were people who consistently outperformed the majority of their peers in the same position.  They referred to these as ‘superior’ performers and found that about 16% of the people in any job fell into this category. At the other end of the spectrum they found the ‘non-producers’, who consistently produced much less than the majority of their peers in the job ; again they found that about 16% of the people in any job fell into this category.  Finally, they found that the vast majority of people produced at a level somewhere in between these two extremes – they were ‘average performers’ – neither so bad or so good as to attract any specific attention They then defined three types of workers and examined the effect of this on their actual productivity – ‘Unskilled’, ‘Skilled’ and ‘Professional/Managerial’ workers.  For the purposes of this session we are going to describe our salespeople as ‘skilled workers’.  The research showed that ‘non-producer’ skilled workers produced 32% less than their ‘average’ peers; and ‘superior’ skilled workers produced 32% more than their ‘average’ peers.  So, there was more than 64% difference in output between non-producers and superior producers in skilled positions! So, the research shows that by using the conventional approaches to managing a sales force you can expect to have this uneven distribution of sales performance.

Case Study - Lens Care Group

These are the forty-five sales representatives who took a product line from $80,000/month (or a million a year) to $1 million a month in six months. They projected $7 million the first year and ended up at $10.5 million. The Sales Director of the Lens Group happily reported that they projected $17 million for the second year and will end up the year at $21.5 – 22.0 million! That’s doubling the sales the second year!

Registration

Register early!  The program is limited to 10 participants.  Call 480.503.2945 to register for the webinar or send your registration request to: support@hiresmart.com.  Participants can pay the registration fee online at:  http://www.store.hiresmart.com/Merchant2/merchant.mvc?Screen=PROD&Store_Code=H&Product_Code=HISM&Category_Code=T

About Neil

Neil has been providing talent management services for over 25 years. He provides assessment, development and consulting services to a wide range of business organizations throughout the US and Canada. He has provided sales and management talent screening and selection services for a Fortune 200 company for 15 years to the present. Dr. Clark helps business owners and executives improve their talent management decisions leading to their desired business outcomes. Neil is currently the Executive Director of HireSmart, LLC, a human capital management firm that uses online talent sourcing, screening and selection tools to help companies reduce the high cost of hiring mistakes. Through 25+ years of research and experience, HireSmart has organized a human capital toolbox that includes over 90 online talent management and development solutions. Neil holds a Bachelors, Masters and Doctorate degree in Psychology.  His doctoral research was in organizational development. Earlier in his career, Dr. Clark provided pre-employment assessments and fitness for duty evaluations for various security and law enforcement agencies. He also provided consulting services to the North Dakota Board of Nursing where he designed and implemented an organizational research and development study entitled: Nursing Manpower Planning and Delineation of Nursing Practice. This workforce planning study was placed in the Library of Congress and it was considered to be instrumental in raising the educational level required for entry into the state’s nursing practice. Dr. Clark currently works with many small firms and with several Fortune 500 companies to develop and monitor high performance work systems in order to increase performance, productivity and bottom-line profits.

 

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