This webinar provide s insight on advancing the development of your sales team and specifically targeting where your sales team’s focus should be today! Hosted by Al Rainaldi, Executive Vice President and CSO of Profiles International, the webinar promises to be short, yet impactful. What You Will learn: How to identify the areas where each sales person has the greatest potential for immediate improvement. How individual sales people perceive their own abilities and performance. How to clearly identify where the area of focus should be for your sales team

1. Aligning Sales and
Leadership for Success in
Your Organization
Al Rainaldi, Executive Vice President &
Chief Sales Officer

2. Diverse Base of Marquee
Customers
Financial Services Retail & Consumer Travel & Hospitality Education & Government
Technology Healthcare Energy & Utilities Business Services
Customer Highlights
• Global employee assessment solutions company
• Full range of instruments to select, evaluate and develop sales people
• Exceptional science, web-based delivery technology and client service
• Assessments used in over 120 countries worldwide
• In business for over 20 years
• Proud to work with exceptional clients
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3. Why We’re Here Today…
Introduce you to a
• Proven
• Time efficient
• Economical
• Objective process that will:
Dramatically increase the productivity of your
sales teams…
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4. Where Do We Start?
• It all starts with Sales Management and their
knowledge and relationships with their sales
teams.
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5. Sales Management Is A Tough Job
“Nearly 60% of frontline sales
managers underperform during their
first two years and more than 50%
would rather not manage people.”
-­‐ Corporate Executive Board
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6. Why?
• Difficulty in identifying sales managers with the
capability and interest to excel
• Lack of clarity of their teams’ goals and roles
• Failure to understand the salespeople they
manage
• Not understanding themselves and how they
impact their people
• Assuming sales managers know how or when to
coach
• Too much administrative work to give sales
managers adequate time to develop their people
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7. So how can we help you?
…make sustainable changes to increase the
productivity of your sales teams without adding
additional sales people….
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8. Let’s look at what’s possible…
I’d like to thank Profiles International for their excellent work on the case
study we have been using with the Lens Care Group. These are the forty-five
sales representatives who took a product line from $80,000/month (or a million
a year) to $1 million a month in six months. They projected $7 million the first
year and ended up at $10.5 million.
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9. Six Major Contributors
• Identify sales managers with the capability and
interest to excel
• Clarify their teams’ goals and roles
• Provide necessary information to understand the
salespeople they manage
• Understand how and where they impact their
people
• Eliminate the need to assume sales managers
know how or when to coach
• Reduce administrative work so sales managers
adequate time to develop their people
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10. The Process
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11. Profiles Sales CheckPoint™
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12. The 7 Universal Sales Competencies
and their 19 Skill Sets are listed below
1. Entrepreneurial Approach 5. Manages Selling Process
• Reflects entrepreneurial attitude • Understands client-centric selling
• Time optimization • Establishes rapport
• Sets effective goals • Identifies prospect's needs
• Counsels prospect
2. Understands the Prospect
• Recognizes buyer behavior 6. Closes the Sale
• Understands the purchasing • Explores prospect's options
process • Presents ideal solution
• Overcomes objections
3. Develops Appropriate Solutions • Closes effectively
• Uses feature and benefit solutions
• Knowledge of products 7. Manages Sales Relationships
• Secures the relationship
4. Prospects Proactively • Develops the relationship
• Identifies prospects
• Gets appointments
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13. Feedback is reported in the
following eight sections:
• Executive Competency Overview
• Skill Set Summary
• Critical Skills Alignment Summary
• Executive Summary
• Skill Set Analysis
• Survey Summary of the 79 Items
• Survey Comments
• Development Overview
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14. Profiles Sales CheckPoint™
• Precisely targets
developmental needs
• Enables more effective
coaching and
communication
• Aligns sales priorities
• Improves productivity and
retention
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15. Critical Skills Alignment
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16. Profiles Sales CheckPoint™
Your Action Plan
You cannot risk leaving your sales development to chance; planning is essential. How many
times have you stated to yourself or others your intentions to act but fall back into old
habits? Successful sales people follow through on development plans when the development
need is directly linked to a sales challenge or pain point. The most significant development
opportunities take place on the job and are totally under your control.
People tend to play to their strengths – choosing to utilize one sales skill over another due to
their personal proficiencies. They have the knowledge and experience to use certain skills in
almost any situation. If you don’t favor or simply lack proficiency with a sales skill that is
deemed important to being successful, there are two steps you can take immediately.
Development Summary Overview
1. First, if you know what to do differently to improve a skill or behavior, do it!
2. Second, create an Action Plan. Your plan need not be complex. section reviews the average ratings for each Skill Set. Both ratings for you and your Sales Manager are shown. In this
This Most often, your best
course of action for personal and professional growth and development is obvious and Skill Sets based on the average ratings and where they fall in relation to the Favorable Zone.
section we have grouped the
easy to recognize.
The results for each Skill Set are sorted and grouped together based on whether you and your Sales Manager identified them
The results from the Sales CheckPoint you recently completed identified the following grouping, scores are sorted by the average scores of your Sales Manager. Here is how your results
as critical. Within each
Development Opportunities, although there might be others thatare grouped: as you go
are identified
through this process. • Mutually Selected Strengths – The Skill Sets shown here are those which both you and your Sales Manager rated in
• Identifies prospects – Recognizes the characteristics of ideal prospects and focuses These are clearly strengths that should be emphasized, but they should not be glossed over as there
the Favorable Zone. time
and activities on those with the highest probability of becoming is always room for improvement. Discussions should focus on how to use these strengths to help develop those areas
good clients.
that may need improvement.
• Uses feature and benefit solutions – Develops and offers solutions by communicating
•
product characteristics and identifying how those characteristicsSelected Strengths of Sales Manager – These Skill Sets are those where the average scores of your Sales Manager
will satisfy the
prospect's needs. were in the Favorable Zone. There should be open communication between you both to determine reasons for the
differences between these ratings. It is important to align your expectations with those of your Sales Manager regarding
• Secures the relationship – Stays in front of client and prospect's needs and establishes
these Skill Sets.
opportunities to generate contacts and do more business with them.
• Selected Strengths of Sally – You rated these Skill Sets in the Favorable Zone, but your Sales Manager did not agree.
Meet with your Sales Manager to help you understand why some of your behaviors were found wanting. Work together
to align your expectations with regard to these Skill Sets.
• Areas for Development – Obvious opportunities for development are the Skill Sets that neither of you rated in the
Favorable Zone. Training should be considered to help you become more effective in your sales activity. Pay particular
attention to those Skill Sets identified as critical by either you or your Sales Manager.
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17. Four to Six Months Later
• Have we moved the needle?
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18. Then and Now
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25. Q&A
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26. What’s next?
Let us give you the risk-free opportunity to see for
yourself how the Profiles Sales CheckPoint can
dramatically increase your sales
Contact:
Kris Barlow
Vice President, Profiles Sales Solutions
kris.barlow@profilesmail.com
(254) 751-1644 ext. 239
Connect with us!
www.facebook.com/profilesinternational
www.twitter.com/Profilesintl
http://info.profilesinternational.com
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27. Thank You For Attending
Aligning Sales and
Leadership for Success in
Your Organization
Al Rainaldi, Executive Vice President &
Chief Sales Officer

28. Contact Us
Profiles Assessment Asia (Pte.) Limited
An Authorized Strategic Business Partner of Profiles International
14 , Robinson Road, #08-01A, Far East Finance,
Singapore 048545
Email: info@profiles.com.sg
Telephone: 65717031
Fax: 63334636
Website: http://www.profiles.com.sg
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