Hire Results Ltd. offers a unique approach to appraising prospective sales staff and evaluating existing sales force performance.
Our approach involves:

• quantitative, objective tools to show real performance

• a commitment to increase your sales revenue

• a proven process to evaluate your staff or potential employees

Our Priorities

We are committed to bringing our clients:

• Higher profit margins by reducing the risks associated with Sales Performance and Hiring Gaps

• Successful and capable sales teams who are able to meet the expectations they were hired for.

• Efficient use of management time spent with sales professionals who can perform on the job.

• Better hiring skills for managers, utilizing our H.S.T. techniques.
   

Companies need to slow down on their training and start understanding where their risk is within their sales team. We need to know where the risks are and then invest in training in these areas. Too often we attack training and sales improvement in the dark.
Hire Results Ltd. shines the light on the areas of greatest risk and then allows its clients to approach improvement in a focused and concentrated effort.

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The Cost of Poor Risk Management

Hire Results Ltd. takes a simple and realistic approach to counting the cost of not managing the risk in a company’s sales force. This formula can be used for individual sales people or for the complete team.

E – R = SFR (Expectations – Results = Sales Force Risk)

We challenge all companies to use this simple formula to calculate the risk in their sales team today. These numbers do not take into consideration the hard cost (training, recruitment cost, and management time) but only lost business opportunity cost. This cost will always be much higher than the hard cost. So often companies will only calculate the hard cost and miss the most important number – the opportunity or soft costs.

Example: Sales person (A) has a quota of $1,000,000 (Expectation) and year end results of ($650,000). The cost of not managing the risk with this sales person is simply:

(E)$1,000,000 – (R) 650,000 = (SFR)$350,000

Multiply this by the number of underachieving sales people you have in your team and you have a significant cost. A cost that needs to have its Risk Factor managed.
Hire Results Ltd. has proven that every sales team, no matter the size, needs to manage its Sales Force Performance Gaps and its Sales Force Hiring Gaps. The end results are higher revenue generation and a stronger bottom line.

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Hiring Simulation Tools

Hire Results Ltd.’s clients want added value when dealing with firms specializing in Sales Management. Too often sales training companies come in and train a sales team then leave with no significant results achieved. After a while the sales team just plays lip service to any type of training.

Hire Results Ltd. brings "added value" to its clients through its real life H.S.T. assessment process. We actually put the sales team in real life business / sales settings that reflect their business and key activities and observe how they will react. Our clients need to see first hand how their existing team members and potential sales hires deal in real life situations that mirror what they are up against in the real world. This is accomplished through assessing existing and potential sales team members in the following areas:

• Prospecting – Keeping the funnel full
• Closing
• Face to Face presentations
• Client presentations
• Sales planning and execution of the plan
• And much more

All programs are customized for each client’s specific needs.
Sales Managers embrace the H.S.T. process. Their degree of involvement can be minimal or 100% according to their availability and desire to be involved.

Existing sales people who are competent and want to grow in their position welcome the program knowing their employer has a true interest in bettering their chances of higher sales volume and increased commissions. Potential sales candidates appreciate the H.S.T. methodology because they see their potential future employer taking the hiring process seriously. The Sales Force Risk Management process allows them to demonstrate their abilities in a real life setting rather than the contrived setting of the interview. Smooth talking candidates with limited ability to perform on the job are easily identified. The best candidates always rise to the top and are able to demonstrate their ability to positively impact the company through the assessment process.

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Consistent Scoring

At Hire Results Ltd. we believe a “snap shot picture of your sales team” is worth a potential million dollars in savings. Seeing is believing! Sales Performance and Hiring Gap trends both corporately and individually can guide our clients into a whole new way of understanding and experiencing their sales team.
Our unique scoring process allows our clients to see trends and gaps that would other wise been missed. Once we have recognized the concerns (Sales Risk Management) we can make the appropriate adjustments that will add bottom line results to the sales department.
Hire Results Ltd. has designed an effective candidate scoring tool that allows all employees who are involved in the selection, assessment process to accurately and consistently score each sales candidate.
Remembering what candidates said and how they reacted compared to others is now simplified and easy to administer.

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