Data-Driven Hiring – Using Science to Build a Winning Sales Team
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Identify Optimal Salespeople
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Perhaps the single greatest key to sales success is hiring the right sales people. Get it right and you can accelerate sales. Get it wrong and you waste a lot of time and resources, and miss closing important deals.
Transcript of Data-Driven Hiring – Using Science to Build a Winning Sales Team
Identify Optimal Salespeople
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Before we get started
• #SalesAcceleration
• Q&A Console
• Resources
• Poll
• Webinar recording and slides
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Who is Brian Wixom?
• 20 yrs. teaching & coaching baseball• Scout for Atlanta Braves• New InsideSales.com sales executive• 500% quota
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How to identify baseball talent?
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How to identify baseball talent?
Compared to Avg. Human• Eyes 12% faster• Ears 10% faster• Attention & Quickness
1.5X
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How to identify baseball talent?
“If baseball-club owners take the hint from the Ruth experiments, they can organize a clinic, submit candidates to the comprehensive tests undergone by Ruth, and discover whether or not other Ruths exist.”
-Hugh S. Fullerton, Columbia University 1921
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Fundamental Problem in Sales
Sales Leadership Challenges by Most Votes
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Why is hiring a problem in Sales?
2X Turnover 2X Salary
Opportunity Cost in Lost Sales
Compared to other professions
$7,500
Average Recruiting & Onboarding Costs
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Actual Sales
Missed Sales $205K
Why lost sales?
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Avg. Annual Turnover 26% (Sources: SHRM & Journal of Personal Selling & Sales Management)
Avg. Rep Count 30Avg. Replacement Hires 7Avg. Replacement Cost $215,000
Total Hiring Costs
$1,505,000!!!
What does this mean for my organization?
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How do sales organizations solve this problem today?
Experience EducationGPA
• Ivy League school • 10+ years experience • 4.0 GPA• Fortune 500
• Endlessly resilient• Hungry to learn• Understands people• Desires to be the best
TalentSkills & Experience
Who are your best salespeople?
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How should sales organizations solve this problem?
Talent
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How many reps have what it takes?
“7/10 sales reps lack the threshold talents to be consistently successful in their jobs.“
- Gallup
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Why isn’t HR analyzing talent?
81% 77%
58% 56%
14%
19% 23%42% 44%
86%
Finance Operations Sales Marketing HR
Departments Using Analytics
Yes
No
**Deloitte, 2014
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HR Capability Gap
-40 -35 -30 -25 -20 -15 -10 -5 0
Diversity & Inclusion
Workforce Capability
Performance Management
HR Technology
Talent Acquisition
Talent & HR Analytics
Leadership
**Deloitte, 2014
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62% 30% 8%
Weak Adequate Excellent
Ability to Execute
Why isn’t HR analyzing talent?
**Deloitte, 2014
Behavior-Prediction is Notoriously Difficult.
Cognitive Processes are often not Rational
People use memorable experiences to infer future outcomes
Memorable experiences are generally negative and few
“Negative and few” is a perilous basis for generalization
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How do you credibly predict sales-performance?
?
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By identifying relevant talents.
?
Ambition
ResilienceEmpathy
Openness
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What is ambition and why is it important in sales?
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What is resilience and why is it important in sales?
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What is empathy and why is it important in sales?
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What is openness and why is it important in sales?
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What is Sales Indicator?
• Assessment tool• Easy to use analytics• Customized models
(both to company and sales role)
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What do InsideSales.com’s company scores look like?
125.0
130.0
135.0
140.0
145.0
150.0
155.0
160.0
Sales Marketing Business Dev Client Services Admin / HR Technology Executive
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How are scores calculated?
1. Assess current sales team2. Define quotas
Administrator
Neuralytics• Identify optimal
scores
Sales Indicator
Continually Calibrated Model
®
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Why is there an optimal score?
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How does this work?
Mike (Sales Hiring Manager)
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Whom to hire?
VS
Cory Michelle
3.8 GPABusiness Degree3 Years Experience
3.79 GPABusiness Degree2.5 Years Experience
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Which football team won?
Overall: 46 Wins* Overall: 58 Wins
Last decade: 9 Wins* Last decade: 1 Win
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A deeper dive with Sales Indicator
Cory MichelleAMBITION AMBITION
RESILIENCE RESILIENCE
EMPATHY EMPATHY
OPENNESS OPENNESS
FINAL FINAL
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0 100
0 100
0 100
0 100
0 100
0 100
0 100
0 100
98
50 86
74 94
97 80
0 1000 100
68 90
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Predictive Performance
• Predicts Quota Attainment
Emailed Report
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Remember Brian Wixom?
• 5th highest Sales Indicator score in company
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Special Offer
1) Profiles + Survey Volume
2) Implementation $4,000
Thank you
