A recent Business Week Magazine article on training and development found that; “Companies spend on average 85% of their budgets on training and development and only 15% on selection. While a Columbia University study on turnover found that; “76% of turnover is due to poor selection, and only 24% is due to poor training”. According to these two studies, companies are spending large portions of their budgets . . training the WRONG people!
Our simple and inexpensive employee assessments from TTI Performance Systems, Inc© and Orion© can take the guesswork out of selecting the best people and reduce costly turnover.Do you know what the top 70% of sales people have in common?
We do, and we have a quick, inexpensive and accurate way to help you determine if they have what it takes to be a high performance sales professional, and take the guesswork out of hiring and retaining sales people.
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Attitudes about; work, supervision, drug use, theft, safety, risk avoidance, customer service, sales and long-term employment. Brochure – Sample Report – Why Orion? – Testimonial
2. Sales Personality/Selling Style: How a sales person sells (aggressive or relational). This report analyzes how they 1) handle challenges and problems, influence people, react to change and stress, and respond to supervision and management. This will help you determine if their selling style matches your organization’s sales approach. Another practical use of the report is to determine if a sales rep would be best suited for the shorter sales cycle of a geographic territory, or in a longer, more relationship-oriented sales approach as found in major account sales. Brochure – Sample Report
4. Sales Knowledge & Skills: Describes “WHAT” a sales person knows about Selling and how much training and supervision they will require. If you have any concerns or questions about what a person actually knows about selling (i.e. Prospecting/Qualifying, First impressions/Opening the Call, Making Presentations, Influencing the decision-maker and Closing the sale) you might want to have them complete the Sales Skills Assessment. Another practical use of this report is to tell you how much and what type of sales training they will need and how much of your time will be needed to help them become productive. Brochure – Sample Report – Questionnaire – Validity Study