The firm turned to a TriMetrix™ certified consultant to help solve their problems. The consultant informed the management team that a successful salesperson at another company might not be as successful at theirs because of their unique culture and rewards system. He explained because every company was different, sales-forces must also be unique. Experience couldn’t tell them enough about future performance. They had to look deeper.
A solution was promptly implemented. The consultant began by benchmarking the sales job, which meant bringing all of the stakeholders together to analyze the job. By using validated tools and proven processes, he articulated how the job should be done.
The TriMetrix™ system allowed the consultant to use validated assessments that clearly identified what the job is asking for and what the candidate has to offer. These reports could easily be compared to show the correlation between the candidate and the job benchmark.
The next step was to begin developing targeted interview questions around the benchmark. The interview questions addressed specific needs the sales position required. Combined with the assessments, the interview questions delivered the perfect one-two punch to find superior performers for these sales positions.