This sample study shows exactly how we can build a profile of the best sales people and then compare it to less well performing sales people. Finally it goes on to show specific coaching activities for the poor-performers that will improve the performance of the whole team.

1. Profiles International
Predicting Superior Sales Performance
A study of what drives sales success in Best Ltd
Deiric McCann

2. Predicting Superior Sales Performance
Table of Contents
Section 1: Purpose of this Study
Section 2: Performance Criteria
Section 3: Job Analysis and Job Match Pattern
Section 4: Top Performers Compared to the Job Match Pattern
Section 5: Lower Performers Compared to the Job Match Pattern Description
Section 6: Summary of Benefits
Section 7: Recommendations
Appendix I: CIBA Vision Testimonial
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Profiles International
Section 1
Purpose of this study
Deiric McCann
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4. Predicting Superior Sales Performance
Section 1: Purpose of this Study
BEST.com and Profiles International sponsored a study of your Sales Staff for the purpose of creating
patterns to identify:
1. The characteristics of the Top Performers
2. The characteristics of the Lower Performers
3. The specific training and coaching needs of study participants
The goal of your company is to use this information to accomplish the following:
1. Build a foundation for a library of job descriptions.
2. Incorporate job-related data into the hiring process to insure that those who are hired or
promoted to the positions fit the Job Match Pattern created from data.
3. Use training resources more effectively by selecting programs that meet the individual needs.
This will produce more effective training, saving time and money through targeted training.
4. Recognize and understand the factors that lead to below average job performance so Lower
Performers can be aided in ways that will improve their effectiveness.
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Profiles International
Section 2
Performance Criteria
Deiric McCann
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6. Predicting Superior Sales Performance
Section 2: Performance Criteria
The criteria used to identify your top performers in this job class are based upon the following empirical,
measurable data:
1. Sales Volume % to Quota
2. Tenure in Position with a minimum of 14 months
3. Percentage of Charge Backs
The participants in the study, compared to the above criteria, were grouped by your company as
follows: the top performers (Group A), and those who’s performance would be at the other end of
the scale, (Group B).
Group A Group B
Robert Diaz David Hill
Glenda Bellaire Ernest Zost
Roland Bostick Kathleen Smalley
Mark Lyons Bob Johnson
Arthur Richards Cedric James
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Profiles International
Section 3
Job Analysis and Job Match Pattern Description
Deiric McCann
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Section 3: Job Analysis and Job Match Pattern Description
The following is a Job Analysis and Job Match Pattern created with Results from actual top performers
and a comprehensive analysis of the functional requirements of the job
(Insert a copy of the graphical pattern here)
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Profiles International
Section 4
Top Performers Compared to the Job Match
Pattern
Deiric McCann
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Section 4: Top Performers Compared to the Job Match Pattern
The following compares each of the individual Top Producers to the Job Match Pattern :
1. Glenda Bellaire
2. Roland Bostick
3. Robert Diaz
4. Mark Lynus
5. Arthur Richards
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Profiles International
Section 5
Lower Performers Compared to the Job Match
Pattern Description
Deiric McCann
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17. Predicting Superior Sales Performance
Section 5: Lower Performers Compared to the Job Match Pattern Description
The following compares each of the individual Lower Producers to the Job Match Pattern
1. David Hill
2. Cedric James
3. Bob Johnson
4. Kathleen Smalley
5. Earnest Zost
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Profiles International
Section 6
Summary of Benefits
Deiric McCann
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Section 6: Summary of Benefits
Here are some ways that your company will benefit from an association with Profiles:
1. Greater Productivity
The study data has many applications that contribute to increased productivity. By applying this
information, you should experience:
a. Fewer People Problems
b. Less Negative Turnover
c. Better Quality
d. Higher Profitability
e. More Customer Satisfaction
2. Financially
There are several financial benefits would be obtained. They are as follows:
a. Turnover reduced by 10%………..£ 50,000
b. Profit from Increased Sales………£150,000
c. Reduction in Training Costs…..….£ 50,000
Total Financial Benefit… …………£250,000
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Profiles International
Section 7
Recommendations
Deiric McCann
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Section 7: Recommendations
We recommend that you implement the following practices to maximize your return on investment in
your people by forming a team with Profiles.
1. Conduct additional Job Analysis Studies on all positions to create the following:
a. Job Descriptions
b. Job Match Patterns
c. Coaching Reports
2. Incorporate the use of The Profile Assessment and Job Match system and fill all positions with top
performers.
3. Provide key personnel with training on The Profiles system
a. How to select top performers
b. How to make promotion decisions that work
c. How to reduce training costs
d. How to be a great coach
4. We recommend the activation of your customized virtual assessment site and the installation of
the ProfileXT with XX scoring units (meters). Your investment is £XXXX and is due at the time of
the activation.
5. We also recommend that we meet within the next 30 days with all department heads of BEST.com
to conducts a “Understanding The Profile” workshop.
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Appendix I
Profiles International
Deiric McCann
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Appendix I - Profiles International
Profiles International Inc. (www.profilesinternational.com) is a major global supplier of job profiling systems
and consultancy.
Founded in 1990 Profiles now has offices in more than 100 countries worldwide, and delivers its
products and services in all languages used in those countries through a network of more than 600
consultants.
With more than 45,000 clients worldwide having availed of Profiles International’s profiling services we
have established an enviable reputation as the leader in driving corporate productivity through focus
upon profiling top performance to drive superior recruitment, management and development of our
client’s Human Capital – their people.
Our credibility is underwritten by the results we achieve for our clientele and these are outlined in many
testimonials, some of which can be seen at http://www.profilesinternational.com/whatclientssay.aspx - and an
example of which (from Novartis CibaVison) is included as an appendix to this document.
No other organisation has the tools, the expertise or the experience to undertake the sort of study
proposed to BEST.com in this document– together BEST.com and Profiles International will produce a
uniquely valuable resource that will be essential reading for anyone involved in this space.
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Appendix II
CIBA Vision Testimonial
Deiric McCann
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Appendix II: CIBA Vision Testimonial
Profiles International are fortunate to have a clientele who appreciate the results we achieve together
sufficiently to allow share their credibility by providing us with testimonials. We have many such
success stories that are exemplified by the example below from our valued client Novartis CIBA Vision.
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