Je vous invite à lire le témoignage du PDG d’Integrity Graphics, Joseph E. LaValla, décrivant comment sa démarche, supportée par les outils d’audit et d’évaluation de la force de vente, a eu un impact positif sur les ventes de son entreprise. Il explique également qu’après avoir réalisé que le test en vente qu’il utilisait depuis 15 ans ne lui donnait pas la qualité de résultats qu’il pensait, il a effectué l’une de ses meilleures embauche en 25 ans avec l’évaluation pré-embauche pour directeur des ventes d’OMG :
«As the worst recession of our time was starting to settle in, I was trying to stay ahead of the curve, felt I could use a little help with my sales team and asked Objective Management Group for their expertise.
The first step was to assess the sales force for sales capability and potential. I have been using personal assessments for over 15 years and had assessments on each of them. I thought and believed that I was getting a quality assessment from another firm until I saw how focused, detailed, and customized towards my requirements the Objective Management Group assessment is.
Once the sales force evaluation was completed and the training began we knew success was imminent as we knew that the salespeople that were to be trained had the personal tools, incentive and ability to succeed. As business from existing clients dropped in 2009, we increased our new business sales to record levels. Additionally, when it was time to hire a new Sales Manager I took their advice and followed the Objective Management Group’s proprietary sales recruiting process. I set the requirements and they provided the assessments and with great success I would say. I processed over 200 applications in less than 30 days and feel that my new Sales Manager could be one of my best hires in over 25 years of hiring.»