Have you ever hired someone (sales person) who didn’t meet your expectations?

Are you short on resources, money and time to spend identifying qualified candidates?

Would it positively affect your bottom line your recruitment process consistently delivered qualified candidates that have been strategically matched to the job?

If you answered “yes” to these questions, you will benefit from a job matching approach that benchmarks a specific job, not the person, in an interactive process. A recent case study revealed that by using Business Pilots patented job benchmarking process, two different sales teams were positively transformed:

Company A

Company A’s sales manager was having a major problem with his sales force -- 74% turnover. That high rate of turnover came at a great cost to the company’s bottom line. In fact, it’s estimated that it can cost upwards of twice an employee’s salary to find and train a replacement, not to mention the damage to morale in remaining employees. To address Company A’s sales force issue, the JOB itself was benchmarked using Business Pilot’s ‘Work Environment’, job-related process. The sales manager was then able to compare all current and new salespeople against the benchmark. Each and every salesperson was put on a personalized development and management plan based on the job benchmark. The results? Company A’s sales team experienced 0% turnover for the next 24 months.

Company B

At Company B, a new sales manager inherited a sales team that ranked No. 22 out of 22, or dead last. The new manager immediately benchmarked the sales position using Business pilot’s Work Environment process process, and he compared his current salespeople to that benchmark. He quickly discovered that a massive 75% of his sales force did not match the sales position benchmark. By replacing that 75%

with superior salespeople who did, in fact, match the benchmark, his team skyrocketed to No. 3 out of the 22 sales teams.

For both Company A and Company B, job benchmarking revolutionized their sales teams, increasing the profitability of each company. When you have the right people in the right jobs, you will create more dynamic teams with higher engagement, retention and development.

To learn how JOB benchmarking can revolutionize your hiring practices, contact Chris Wilkinson, Business Pilot at  (905) 275-2907.

Chris Wilkinson.                              

Certified Business Behaviour & Attitudes Analyst.               

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net