Natural Selection is the Sales Talent arm of Banjar Group.

Transcription

1 Natural Selection is the Sales Talent arm of Banjar Group. We are a unique sales recruitment option underpinned by the latest sales science.

2 Sales Science Banjar Group sees Sales as a science: a systematic study of structures, beliefs and behaviours that can lead to high performance. The origin of the word science is from the Latin for knowledge. In Sales, once you know where you are heading and have the processes, tools and culture to get you there, success flows naturally. Banjar Group has identified a significant shift happening in business-to-business (B2B) Sales. Organisations should focus on increasing revenue rather than just reducing costs. Improving the effectiveness of an organisation s Sales Function is one of the key pillars to increase revenue. It is our belief in 2020, the most successful Sales organisations will operate with a philosophy that is substantially different from the realities of today. We invite you to download our Sales Shift 2020 White Paper to see our predictions on the future of Sales. Natural Selection our unique approach The Talent The Process The Coaching Understanding the role and attracting true sales talent Identifying and selecting the right sales talent Nurturing the growth of new sales talent 2

3 Natural Selection Natural Selection is the sales talent arm of Banjar Group. We believe that as Sales Scientists, we are uniquely placed to apply our knowledge of what it takes to succeed in sales. This extends to finding, assessing and placing talented salespeople. Further, we have developed an in-depth approach to screening and qualifying candidates using our own Sales Competency Model. Our Natural Selection process is unique and is underpinned by the latest sales science. Our ability to attract the right talent, selectively screen applicants to find the best candidate and coach them to success takes the guess-work out of sales recruitment. Natural Selection s strategic component of sales science coaching, enhances the induction into the sales team and strengthen business sales in a time of change. This is a critical time for the business, team and individual in cost, efficiency and effectiveness. Natural Selection aims to source the Sales professionals that can boost your sales environment. Banjar Group understands the sales environment and has developed a sales coaching strategy to create sales success. The sourcing of sales professionals is a particularly challenging process. When managed successfully it will have an immediate positive impact on the sales team. It may take a little time for new team members to hit the financial results column, but existing sales teams respond favourably when the right new talent enters the premises and adding value by being inducted into the business properly. The team can feel someone special has joined the business, and everyone will gain benefits from the sales essence that resonates from them.? The average cost of a bad hire can total up to 3.5 times the salary of the position. The average cost of a bad hire is in excess of $100,000. Natural Selection does not follow the typical recruitment process. It follows a true end-to-end sales talent solution for your business. 3

4 ? We have developed an in-depth approach known as Natural Selection using our Sales Science to scope a 360 view of the sales talent required for a growing sales organization. Screening and qualifying candidates using our own Sales Competency Modelling provides a thorough insight into a candidates overall talent fit for your organisation. Natural Selection s strategic Sales Science Coaching component enhances the induction process of a candidate into a sales team. Our approach ensures minimal impact on an organizations sales function in a time of change. This is a critical time for the business, team and individual in cost, efficiency and effectiveness. Banjar Group understands the sales environment and has developed the Natural Selection Sales Coaching strategy to create a seamless flow of new talent into your Sales Team. Obtain the brief and scope requirements for the position. A 360 approach. Identify the characteristics, skills, behaviours for the role. What does your Sales high achiever look like? Conduct a Sales Resource Check. Identify ROI, ROE, issues, blockages and gaps in the sales resource of the company. Agree on the source of premier talent for this role via the Competency Audit. Your expectations of seeking talent - industry specific, social media, higher education? Collect and collate applications and conduct initial screening for suitability - set the list. First Auditions implement the screening process developed for Natural Selection. Audition Time - Weeding further to cut the candidate list against the criteria developed at The Talent stage. Final Audition: face-to-face interview with client/key stakeholder. Conduct background checks on preferred candidate: references, referrals, qualifications, employment history etc. Conduct Psychometric Testing as required: Verbal Reasoning, Numerical Reasoning, Abstract Reasoning, Occupational Personality Questionnaire or Sales Preference Questionnaire (SPQ Gold). Induction of successful applicant into the business and role by both Banjar Group and client. Sales coaching of successful applicant by Banjar Group through Sales Rockets for a minimum of six months. 4

5 How we are different The Scope We use our Sales Science to scope a 360 view of the sales talent required for a growing sales organization. Taking into account key business criteria as well as specific Sales Talent requirements we ascertain the elements of key sales success for your business. The Auditioning Set against our Sales Competency Modelling we develop auditioning scenarios specific to your business and the requirements of the particular Sales role. Conducted at strategic times throughout the recruitment process auditioning allows us to uncover the true Sales Talent. Your Business By making it a priority to understand your business, its challenges and opportunities, we can form the clearest picture of your Sales Talent requirements. We can assist in exploring the full potential of your sales team and therefore the potential of your business. The Induction Our approach ensures minimal impact on an organizations sales function in a time of change. A critical component to new starters within your organisation is the period of induction into your organisation. Twenty-five per cent of new starters will make a decision not to stay in their first few weeks and 47% of new starters will turnover within their first 90 days of employment. Our Strategic Sales Coaching component enhances the induction process of a candidate into a sales team. The Coaching Natural Selection partners with you and your new sales staff in coaching for the first 6 months while an employee is inducted into your organisation. Statistically, Sales staff can take months before being at optimal productivity. We have proven experience that our Sales Coaching component will foster positive attitude, motivation and commitment from day one. New staff will adapt more quickly to a new environment and team and become productive sooner. Coaching also reduces turnover rates if they are unable to fit or adapt early. Top performing sales staff retained & turnover reduced Improved client satisfaction & revenue due to being fully staffed & a functioning sales team COACHING WORKS!* Positive work environment created directly attributed to the coaching Revenues increased due to increased motivation & commitment *Triad Performance Technologies in the US conducted an evaluation on the impact of coaching for their sales team and function. 5

6 Global Insight to Sales Science Unit 2, 1A Clarinda Rd PO Box 398 ESSENDON Vic recruit@banjargroup.com.au banjargroup.com.au/salestalent 6