【正文】 :27:4708:27Feb238Feb23 ? 1越是無(wú)能的人，越喜歡挑剔別人的錯(cuò)兒。 。Sales Selection Tools Development Implementation Overview Updated: June 23, 2023 Implementation Partners: Organizational Capability Global Sales Global HR 1 Contents ? Overview ? Tool Development Study Results ? Process Impact ? Tool Utilization ? Implementation Notes ? Appendix Overview 3 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 4 Selection Process PreImplementation (Screening Discussion, .) Improve Sales Hiring Process Evaluation PreImplementation 5 Fundamental attributes ? Difficult to teach or train ? Are related to job performance ? Can be assessed Improve Sales Hiring Process Model WorldClass Evaluation Selection Process PreImplementation (Screening Discussion, .) + 6 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… 7 Phased Approach Area Research Study Tool Construction Implementation Seller Leader Phase 1 Native English NAD April 2023 Seller Phase 1 All Leader Phase 1 All July 2023 Australia, Fiji September 2023 UK, Ireland October 2023 Phase 2 Additional 8 languages APD Nov Dec. 2023 Seller – APD Leader Phase 2 All July 2023* EAME Seller – EAME July 2023 LAD Seller – LAD July 2023 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 targeted for October 2023 Tool Development Study Results 9 Understand Global Jobs Aug. – Dec. 2023 Tool Development Overview Sales Incumbents – Job Analysis Questionnaire Global SME Focus Groups – Job consistencies and career paths Sales Competency Model Development 10 Tool Development: Job Families and Sample Titles Seller (number of participants per study) Sales Leader (number of participants per study) APD: 205 EAME: 212 LAD: 99 NAD: 390 APD: 40 EAME: 59 LAD: 21 NAD: 180 ? Account Director ? Account Executive ? Account Manager ? Assistant Sales Manager ? Banquet Manager ? BTSM ? Business Development Executive ? Catering Executive ? Catering Sales/Services Manager ? Senior Catering Sales Manager ? Convention Manager ? CCS Manager ? Deputy Director of Sales ? Events Sales Manager ? Global Account Director ? Global Account Executive ? Global Account Manager ? Group Sales/Events Sales Manager ? LTSM ? OneCall ? Sales Executive ? Sales Manager ? Senior Sales Manager ? Assistant Director of Sales ? Assistant Director of Convention Sales ? Associate Director Global Sales ? Director of Banquet Convention ? Director of Catering ? Director of Catering/Convention Services ? Director of Event Management ? Director of Global Sales ? Director Global Sales ? Director of Group Sales ? Director of Sales ? Director of Sales Marketing 11 Understand Global Jobs Develop Draft Tools Aug. – Dec. 2023 Jan. – March 2023 Tool Development Overview ePredix library – Tried and true questions for predicting sales performance Focus Groups – Assessment question review and writing 12 Question Type Description Successful Competencies Situational Judgment What would you do in this situation? ? Time Management ? Customer Service ? General Management Personality Attributes not taught or trained ? Relationship Building ?