Whitepapers
Sales Transformation Roadmap
The goal of Sales Talent Management for any organization is to identify the right talent early, screen out the mismatches before they are hired, retain the high potential talent you want to keep, and identify and develop talent for future opportunities within the organization.
Keys to Predicting Sales Success
Don't focus on people's traits, focus on their potential to execute the specific role-related behaviors that are most critical to success.
Hunter & Farmer Sales Roles
How to Define Traits and Motivations for Different Sales Requirements
Selling in the Internet Age
Want a sneak preview? The first chapter Selling in the Internet Age is now available for download. The chapter provides an overview of how the Internet is wreaking massive changes in the culture of the business buyer, how Internet-based technology has changed the sales process, and how the cumulative result in all these changes is forcing companies to change the way they do sales training and define sales roles.
Ensuring Your Sales Force Realignment Results in Improved Profitability
Taking a Top Performer in one sales role and moving them to a different sales role is typically as effective as putting a square peg in a round hole.
Principles of Sales Compensation
This document is a guide on how to compensate different types of salespeople to satisfy different types of customers. It outlines the critical steps required to build a world class sales force. With regard to these requirements, Chally has discovered through research that there is as much confusion, conflict, and frustrations expressed about compensation as any other factor affecting salespeople.
How Exceptional Leaders Develop
The search for managerial excellence is not new; it is a hunt that began with the inception of the first modern business. Yet in our fast-paced, high-tech world, this pursuit for outstanding leadership has reached nearly quest-like heights, spurring countless publications and studies, all attempting to identify and measure the magical components of excellence within the corporate arena.
The Leadership Talent Audit
A single, objective tool that provides an ongoing profile and competency library for alignment, development, selection and restructuring.
Identifying and Selecting Exceptional Managers
This 32-page booklet is a comprehensive overview of research and development on management effectiveness. It identifies the skills that are true distinguishers or predictors of effective performance and 11 most common mistakes made when selecting or promoting managers.
Total Quality Management (TQM) Now Applies to Managing Talent
TQM requires a system of precise measures – objective and accurate enough for statistical analysis. By contrast, the measurement of human work performance typically involves subjective and overly-general data that proves to be too fallible to support the level of accuracy that TQM requires. This document identifies a measurable and quantifiable six sigma-like process to help address error-prone, human aspects of talent management.
Profiling Successful Salespeople
Current economic conditions have resulted in some notable changes to our workforce. Many companies have found themselves in unfortunate positions, having been forced to lay off hundreds (if not thousands) of workers to cope with a paucity of resources and trying to maintain a competitive edge, or even stay afloat.
Where to Use Assessments in the Hiring Process
One of the most commonly asked questions is where to use assessments in the hiring process. The purpose of this white paper is to help you better understand the most frequent methodologies that the best companies use, as well as the pros and cons of each. Assessments can be a tremendous value-add tool to your selection process if used properly, but in many cases a company’s internal processes limit the effectiveness of the assessment results. The following will help you identity how you can better use assessments to make the best fit hires for you organization moving forward.
Trouble With Personality Tests
Personality tests are a popular component of many organizations’ hiring processes. As these tests contend to measure traits and characteristics that remain stable over time, it is intuitive to believe information regarding candidates’ individual differences in these areas would be helpful when making selection decisions.
9 Hiring Mistakes
The Most Common Hiring Mistakes and How to Prevent Them
Science isn't always helpful to the typical businessperson. But in the area of researching and evaluating the effectiveness of different methods of hiring employees, the researchers have a lot to offer. Their ability to track and measure the accuracy, cost effectiveness and competitive value of various techniques has produced a compelling review of the nine most common mistakes in hiring or promoting employees.