| 1:
Background
2: Aims
3: Theoretical Research Results
4: Real World Results
5: How you can start using
Background
The
Thornhill Consultancy provides evidence based recruitment,
assessment and development services based on major research
into high performers in selling.
In
the Autumn of 2000, with leading thinkers in the UK sales
community we discussed setting up a major research project
into high performers in selling.
Its purpose was to see if
we could use psychometric or other forms of assessment to
help identify or select in selling.
We used a form of
structured interview called MAP ( Motivation & Action
Profile) to measure the motivational pattern in people’s
thinking, communication and relationships as well as more
traditional assessment methods.
We
are very grateful and privileged to have the support of
this group which are:
Click
on the links above to find out their role in the research.
2: Aims
3: Theoretical Research Results
4: Real World Results
5: How you can start using
Aims
Our
aim was to provide assessments that can predict high performer
potential in different sales roles based on sound scientific
research.
This
includes types of sales role determined by type of product
or service and type of customer.
Most
of all we wanted to be able to measure the difference
in a ‘template or blue print’ that captured
the essence of high performance in a particular sales
role.
That
way our research could be applied practically to improving
selection and recruitment and to guide the development
and training of existing sales teams.
1:
Background
3: Theoretical Research Results
4: Real World Results
5: How you can start using
Theoretical
Research Results
Using MAP, ability and personality
psychometric tests, we profiled high and low performers
in 75 companies in the UK and Europe.
We
focused on the strategic solution sellers role.
We
correlated scores on each item in each assessment with
sales performance.
We found significant
correlation between items measured by MAP but none in
items measured by ability and personality psychometric
tests.
We created a MAP
Solution
Sellers Performance Template from the 11 items that
showed the strongest relationship with performance.
We tested the ability of
the template to predict current sales performance in a
number of blind studies with sales teams throughout
Europe and achieved accuracy scores of between 61% and
86%.
This compares with typically quoted accuracy
scores in similar types of research of 20% for
informal interviews, 40% for structured interviews and
50% for assessment centres.1:
Background
2: Aims
4: Real World Results
5: How you can start using
Real
World Results
Theoretical research is one thing but how did the MAP
templates perform in practice? Go to the
testimonials section
and Where it could lead
for more information.
How
you can start using?
MAP brings precision and
objectivity to the process of assessment and development
but it is time consuming
and requires highly skilled practitioners.
It is therefore a lot more
expensive to use than a simple online psychometric and
has tended to be used more among senior recruitment
and development where its additional cost can be more
easily justified.
The framework and templates
of high performers have been widely used by companies
to help them understand their high performers and how
they can recruit more like them and develop their
average performers to perform better.
1:
Background
2: Aims
3: Theorectical Research Results
4: Real World Results
back to top
|
