PHASE 7: ASSESSMENTS

Assess each individual in each key functional role against a customized profile to identify strengths and gaps using the Top-Grading Methodology.

 

SBI follows the top-grading for sales process that compares competencies, accountabilities, and the intangible aspects of emotional intelligence and field presence. The end result is a wholistic view of the candidate. This ultimately reduces employee ramp-to-productivity and employee churn by assuring role fitness up-front in the process.

Rapid Diagnostic

1. You use a data-driven assessment methodology to understand the capabilities and accountabilities of your team.

2. You have clearly defined roles and responsibilities for your assessment process.

3. You have a sufficient budget allocated toward the assessment of all your talent options.

4. You have identified who is responsible for consolidating and analyzing the assessment data.

5. You integrated behavioral interview techniques and emerging best practices into your assessment process.

6. You utilize competency interview techniques, reference checks, and background checks into your process.

7. You perform a work or job trial as part of the assessment process to see how the candidate will perform in the job.

8. You have defined and follow a process of how well decisions be made at the end of the assessment process.

9. You continue to “sell to” a candidate after an offer is extended to ensure they accept the job.

10. You categorize the talent you have assessed into A/B/C Player categories based on the completed assessments and the known strengths/weaknesses of your organization and the individuals.

Deliverables

  • Scenario-based interview questions & Phone Screens
  • Online Personality Assessment (Job Matching)
  • Competency Library (by role)*
  • Competency Assessment Tests
  • Accountabilities Review (ex. Quota attainment by rep)
  • Hiring Manager Interviews
  • Case Study/Job Trial
  • Team Assessment with Scorecard (A/B/C Player Map)
  • Sales & Marketing Ride-Alongs
  • Reference & Off-balance Interviews
  • Job Offer Letter (or Candidate Rejection)
STRATEGY AREA
CONTENT TYPE
INDUSTRY
Five-Year Strategic Plan Enables Path for an Aggressive 40% Revenue CAGR
September 13 2019
Five-Year Strategic Plan Enables Path for an Aggressive 40% Revenue CAGR
VIEW
Design of New Commercial Organization Enables Growth and Healthcare Model Disruption
September 13 2019
Design of New Commercial Organization Enables Growth and Healthcare Model Disruption
VIEW
Healthcare Services Company Exceeds 20% Year-Over-Year Growth with New Sales Model
September 13 2019
Healthcare Services Company Exceeds 20% Year-Over-Year Growth with New Sales Model
VIEW
previous
1 of 136
right
Loading...
Sales Strategy
Capturing the True Meaning of Customer Experience
Brad Christian, Chief Customer Officer of Market Force, joins us to share the true meaning of customer experience. Brad and his team at Market Force have become masters of customer experience and have shared some of the best-practices that impact...
Read More
Sales Strategy
The CEO's Mindset Shift from Products to Platform
For many B2B companies, the effort to continually maintain and improve their products has become too demanding. Evolving economic factors affecting these companies have pressured many to make the shift from being a product company to a platform company.   Sudhakar Ramakrishna,...
Read More
Sales Strategy
How a Marketing Leader Normalizes Outbound
As a marketing leader, if you have ever thought about where your next new form of revenue is coming from, the answer is outbound marketing. Eric Quanstrom, CMO of Cience, joins us to discuss how outbound is the new normal....
Read More
Marketing Strategy
A Chief of Staff Is the Answer to Executing the CMOs Vision
The Highs and Lows of a CMO   You’ve just completed your most successful off-site as a CMO.  Over the last two days, you and your team have developed a vision for the marketing strategy that you’ll be executing against over the...
Read More

Stay up to date with our latest insights, benchmarks, strategies & more

CREATE AN ACCOUNT

Join our team of passionate professionals and find your full potential

ALL OPEN POSITIONS