Will and skill: two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure “will,” but fewer tools offer insight into “skill.”
Often, sales candidate selection is left to inexperienced field sales managers that are poorly equipped to assess talent or hire effectively. In this session, we’ll detail a business case for using a new generation of sales talent assessment tools and reveal the characteristics of a good assessment methodology. In addition, we’ll review research that offers insight into key personality traits of effective hunters and farmers.
We will use case studies to demonstrate how focusing on tailored success profiles and using talent assessment will lead to increased sales performance.
This session is designed to help HR, Sales, and Sales Operations professionals to make better hiring decisions which will lead to better engagement, better cultural fit, reduced turnover and better alignment to roles and improved probability of success/improved productivity.
You will learn how to:
- Measure the relevant competencies and skills needed to hire, attract, and retain top sales performers.
- Focus on uncovering and unlocking “will”.
- Discuss the need for role specialization and how to assess the behavioral differences.
- Make better hiring decisions that will lead to a faster ramp-up time for new reps and improved productivity; and
- Accelerate sales performance and organic growth by hiring the right people in the right roles.
Sara R. McAuley is the Managing Partner at McAuley Consulting Group, which provides human capital strategies, total rewards design and organization planning critical to the execution of strategic business plans.
Prior to her current role, Sara was executive vice president of human resources for Tygris Commercial Finance, where she was responsible for leading Tygris' human resource organization. Previously, she was vice president of human resources at Standard & Poor's, where she led the global Human Resources organization and directed organization design, change management, reward system management, recruitment, diversity management, staff development and succession planning.
Sara has also held various HR positions at AT&T Capital, Tupperware and The Quaker Oats Company.
Sara is a former WorldatWork faculty member and has been a member of WorldatWork since 1983. She has served in various capacities for the United Way of Morris County, New Jersey.
