文档介绍：Sales Selection Tools
Development & Implementation Overview
Updated: June 23, 2006
Implementation Partners:
Organizational Capability
Global Sales
Global HR
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Contents
Overview
Tool Development & Study Results
Process Impact
Tool Utilization
Implementation Notes
Appendix
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Overview
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Reduce the Time Spent Evaluating Candidates
Increase the Number of Strong Sales Candidates
=
Candidate “Profitability”
Hired the best of the best and
the new hires were well worth the time spent
Overarching Goal: Maximize the Selection Process
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Selection Process Pre-Implementation (Screening Discussion, .)
Improve Sales Hiring Process Evaluation Pre-Implementation
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Fundamental attributes
Difficult to teach or train
Are related to job performance
Can be assessed
Improve Sales Hiring Process Model World-Class Evaluation
Selection Process Pre-Implementation (Screening Discussion, .)
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Benefit
Impact
Better Candidates
Eliminate candidates likely to be poor performers
More Time
Spend more time on stronger candidates
Increased Confidence
Understand a candidate’s experience and abilities
Hire for attitude, train for skill
Greater Productivity
Stronger candidates make bigger contributions, sooner
Return on Investment
The tools are designed to provide…
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Phased Approach
Area
Research Study
Tool Construction
Implementation
Seller
Leader
Phase 1 Native English
NAD
April 2005
Seller - Phase 1 All
Leader - Phase 1 All
July 2005
Australia, Fiji
September 2005
UK, Ireland
October 2005
Phase 2 Additional 8 languages
APD
Nov - Dec. 2005
Seller – APD
Leader - Phase 2 All
July 2006*
EAME
Seller – EAME
July 2006
LAD
Seller – LAD
July 2006
Sales Selection Initiative: Global Focus
Bahasa (Indonesian)
Chinese (Simplified)
French
German
Italian
Japanese
Spanish (European)
Spanish (Latin American)
Phase 2 Languages:
* Japan, Korea, India/Bangladesh targete