Sales Development

Increase the proportion of top performers among your employees

If your sales team is like most, you’ve probably noticed that there’s a difference between the best, the second best and the rest. As such, most attempts to improve sales effectiveness are about finding ways to increase the proportion of top performers among salespeople.

This is particularly attractive because the quality of salespeople can be felt directly on the bottom line. Common challenges that prevent companies from achieving better sales are high employee turnover or candidates that don’t fit into the sales environment and thus the position.

Train your managers in talent

However, there are several sales development opportunities that can increase sales in your organization. It’s often optimal to work directly with salespeople to teach them talent-based thinking so they can utilize their talents more effectively. However, it is often the way the sales department is managed that needs to be developed.

It is a requirement that the manager has an in-depth knowledge of each salesperson’s unique talents, motivation and drive – this provides a greater output for the salesperson’s efforts. Alternatively, the TT38 test can be used as a basis for reorganizing the sales department based on talents.

This way, salespeople can be moved to their talent sweet spot, whether it’s by product sold, segment targeted, immediate manager or team composition.

Getting the most out of salespeople

One initiative that has produced great results for many of our customers is reboarding the sales department. By using the TT38 test, they have effectively reinvented themselves by taking an informed look at the role of each salesperson and manager. If all the talent the company has at their disposal is available, sales processes can be broken down into individual context-dependent phases, such as leads, proposal preparation, closing or other. It must then be determined which talent is optimal in each of these phases.

When the entire sales process is analyzed in this way, many discover that it is difficult for an individual salesperson to have talent for everything. Instead, the department needs to collaborate so that the different phases are handled by those who are best suited for them. A classic example is the addition of back-office assistance for quotes, calculations and follow-ups, which provides a huge efficiency boost for people with traditional sales talents.

Placing salespeople according to their talents should be supported with sales development that teaches them how to use their talents correctly. Bringing in a sales coach to give salespeople the right tools based on their talent mix can further support their skills development.

We’ve seen +50% increases in sales at companies that have done this correctly. Finally, we often see decreased employee turnover, as people who use their talents daily thrive better at work.

DID YOU KNOW?

 A META-ANALYSIS OF 1.2 MILLION PEOPLE SHOWED THE FOLLOWING RELATIONSHIP BETWEEN TALENT-BASED EMPLOYEE DEVELOPMENT AND COMPANY OUTPUT:

– Customer engagement: 3.4-6.9% increase
– Employee engagement: 9.0-15.0% increase
– Profit: 14.4-29.4% increase
– Sales: 10.3-19.3% increase
– Low churn: 5.8-16.1% reduction
– High churn: 26.0-71.8% reduction

Statements from happy customers

"In DOVISTA, we view “selection” as one of our most important competences, as our ability to choose the right people for the right position are crucial to creating the optimal organization.

In HR we have until recently based interviews on 4-factor profiles, which is an excellent conversation tool, but at the same time we were aware that we were missing an analysis and development tool.

Therefore, we choose to enter a collaboration with Talents Unlimited on their TT38 “Talent test” which gives us new and better opportunities to put together teams and organization based on a thorough test. It gives us opportunities we haven't had before. The fact that we have chosen to become certified ourselves, is because we see the tool utilized far wider than solely for recruitment, which is why we prefer it in-house, which allows us to work more agile, by having the competence ourselves"

Morten Vehl Revsbeck, HR Director DOVISTA.

"Personality tests have the effect of providing a rather caricatured - and therefore limited - image of a human being. TT38 is not like that.

TT38 draws a nuanced profile that better takes into account the often very contradictory qualities we each possess. The conclusions are not limited to "blue personality with a little green, so this is who you are", but is based on data on a wide range of personal traits and takes into account the interaction between them. It is all presented in a relatively straightforward way and is complemented by knowledgeable questioning and interpretation by Talents Unlimited, allowing the final nuances to come along

The warmest recommendations from here for both recruitment, efficiency and sheer curiosity"

Emil Zacho - Project manager @ Compell

"Talents Unlimited conducted the TT38 Talent Test on everyone in our team. It has been an eye-opening process for all parties, where each of us has been identified with personality, values, human top talents and non-talents - as well as their paradoxes.

I, as well as employees, are now geared to individualize the types of tasks we each enjoy the most, so that we can solve them with the least possible energy and get the highest possible output.

I really feel that we have shaped the pieces and we can now start to puzzle and create some even better teams that understand and complement each other's talents.

It will give us a better bottom line. Economically as well as socially"

Lars Skjoldby - CEO & Founder @ Skjoldby & Co

"In our selection of candidates, TT38 has
predicted the behavior 100% right each time!
The 3 times we chose not to follow the test
the candidate failed!"

Chairman of the HWC Funds MHL - Director Danotherm Electric A/S - Michael H. Laursen

"At Canon, we have a strong focus on hiring the right profiles that can succeed in our highly competitive market. Therefore, in collaboration with Talents Unlimited, we have used the TT38 Talent Test to define a success profile in sales that shows the talents a seller must have to be successful in our industry.
We can see that when we are loyal to our success profile, our success rate is higher in getting a salesperson to succeed in the job. This is of great benefit to both the employee and the company.
We have now gone one step further and have used the TT38 Talent Test in connection with team building in our sales team. The sellers and executives have become more focused on their talents and how they can become even better sellers, as well as how the sales team improve each other with each other's talent contributions"

Chatrin Sjøstrøm – Human Resources Director, Canon

1 / 5