SlideShare a Scribd company logo
Your NEW Talent
                   Selection Process?


Confidential - BestWork DATA™ & YPN™ Companies, Inc   1   © 2010 All Rights Reserved
Your Last Hires!
Confidential - BestWork DATA™ & YPN™ Companies, Inc   2   © 2010 All Rights Reserved
Your Last Hires!
Confidential - BestWork DATA™ & YPN™ Companies, Inc   2   © 2010 All Rights Reserved
Past Results!
Confidential - BestWork DATA™ & YPN™ Companies, Inc   3   © 2010 All Rights Reserved
Past Results!
Confidential - BestWork DATA™ & YPN™ Companies, Inc   3   © 2010 All Rights Reserved
OK!
                                     Past Results!
Confidential - BestWork DATA™ & YPN™ Companies, Inc   3   © 2010 All Rights Reserved
Oops!    OK!
         Past Results!
Confidential - BestWork DATA™ & YPN™ Companies, Inc   3   © 2010 All Rights Reserved
How do you select
                         the RIGHT
                        person for the
                          right job?

Confidential - BestWork DATA™ & YPN™ Companies, Inc   4   © 2010 All Rights Reserved
Many applied?
Confidential - BestWork DATA™ & YPN™ Companies, Inc   5   © 2010 All Rights Reserved
Many applied?
Confidential - BestWork DATA™ & YPN™ Companies, Inc   5   © 2010 All Rights Reserved
Do they have the
                CRITICAL factors?


Confidential - BestWork DATA™ & YPN™ Companies, Inc   6   © 2010 All Rights Reserved
Screen first…
                           then Select!
Confidential - BestWork DATA™ & YPN™ Companies, Inc   7   © 2010 All Rights Reserved
What’s Great Service?




Confidential - BestWork DATA™ & YPN™ Companies, Inc   8   © 2010 All Rights Reserved
What’s Great Service?
            • What critical factors
                  are needed for a 15%
                  tip for the waiter?




Confidential - BestWork DATA™ & YPN™ Companies, Inc   8   © 2010 All Rights Reserved
What’s Great Service?
            • What critical factors
                  are needed for a 15%
                  tip for the waiter?

            • What critical factors
                  are needed for a 20%
                  tip for the waiter?




Confidential - BestWork DATA™ & YPN™ Companies, Inc   8   © 2010 All Rights Reserved
What’s Great Service?
            • What critical factors
                  are needed for a 15%
                  tip for the waiter?

            • What critical factors
                  are needed for a 20%
                  tip for the waiter?

            • Is it only delivering
                  the food timely?




Confidential - BestWork DATA™ & YPN™ Companies, Inc   8   © 2010 All Rights Reserved
What’s Great Service?
            • What critical factors
                  are needed for a 15%
                  tip for the waiter?

            • What critical factors
                  are needed for a 20%
                  tip for the waiter?

            • Is it only delivering
                  the food timely?

            • What about the extra
                  service provided?

Confidential - BestWork DATA™ & YPN™ Companies, Inc   8   © 2010 All Rights Reserved
Define The Factors
                      Needed for the Role!
                                                                        Penny York #40 (#10 a
                                                                                            Western)
                                                           DOESN!T
                                                         CLOSE SALES             0                          STRONG
                                                                                                            CLOSER

                                                         SIMPLE SALE                              0         COMPLEX
                                                                                                              SALE

                                                           PRODUCT
                                                             SALE                                 0        SOLUTION
                                                                                                             SALE

                                                         QUOTE, PRICE
                                                          & DELIVERY
                                                             SALE
                                                                                 0                        PRESENTATION
                                                                                                              SALE


                                                           SIMPLE                                          COMPLEX
                                                          PRODUCT
                                                         KNOWLEDGE
                                                                                                  0        PRODUCT
                                                                                                          KNOWLEDGE

                                                         SELLS FIRST                   0                  RELATIONSHIP
                                                                                                             FIRST

                                                            LOW
                                                         PERSUASION              0                           HIGH
                                                                                                          PERSUASION

                                                         LONG SALES
                                                           CYCLE                       0                  SHORT SALES
                                                                                                             CYCLE

                                                            LITTLE
                                                          FOLLOW UP         0                               STRONG
                                                                                                           FOLLOW UP

                                                          DOES NOT                                         WANTS TO
                                                          CONTROL
                                                           SALES                 0                         CONTROL
                                                                                                            SALES
                                                          PROCESS                                          PROCESS

                                                         LISTENS MORE            0                        TALKS MORE


                                                          INDIVIDUAL
                                                            EFFORT                     0                   COLLECTIVE
                                                                                                             EFFORT

                                                          IMPROVISES
                                                          SALES PATH        0                               FOLLOWS
                                                                                                           SALES PATH

                                                         LITTLE OR NO
                                                           PLANNING         0                              DETAILED
                                                                                                           PLANNING




Confidential - BestWork DATA™ & YPN™ Companies, Inc   9                                                © 2010 All Rights Reserved
Define The Factors
                      Needed for the Role!
            • First identify the
                  “critical” factors                                    Penny York #40 (#10 a
                                                                                            Western)
                                                           DOESN!T
                                                         CLOSE SALES             0                          STRONG
                                                                                                            CLOSER

                                                         SIMPLE SALE                              0         COMPLEX
                                                                                                              SALE

                                                           PRODUCT
                                                             SALE                                 0        SOLUTION
                                                                                                             SALE

                                                         QUOTE, PRICE
                                                          & DELIVERY
                                                             SALE
                                                                                 0                        PRESENTATION
                                                                                                              SALE


                                                           SIMPLE                                          COMPLEX
                                                          PRODUCT
                                                         KNOWLEDGE
                                                                                                  0        PRODUCT
                                                                                                          KNOWLEDGE

                                                         SELLS FIRST                   0                  RELATIONSHIP
                                                                                                             FIRST

                                                            LOW
                                                         PERSUASION              0                           HIGH
                                                                                                          PERSUASION

                                                         LONG SALES
                                                           CYCLE                       0                  SHORT SALES
                                                                                                             CYCLE

                                                            LITTLE
                                                          FOLLOW UP         0                               STRONG
                                                                                                           FOLLOW UP

                                                          DOES NOT                                         WANTS TO
                                                          CONTROL
                                                           SALES                 0                         CONTROL
                                                                                                            SALES
                                                          PROCESS                                          PROCESS

                                                         LISTENS MORE            0                        TALKS MORE


                                                          INDIVIDUAL
                                                            EFFORT                     0                   COLLECTIVE
                                                                                                             EFFORT

                                                          IMPROVISES
                                                          SALES PATH        0                               FOLLOWS
                                                                                                           SALES PATH

                                                         LITTLE OR NO
                                                           PLANNING         0                              DETAILED
                                                                                                           PLANNING




Confidential - BestWork DATA™ & YPN™ Companies, Inc   9                                                © 2010 All Rights Reserved
Define The Factors
                      Needed for the Role!
            • First identify the
                  “critical” factors                                    Penny York #40 (#10 a
                                                                                            Western)
                                                           DOESN!T
                                                         CLOSE SALES             0                          STRONG
                                                                                                            CLOSER




            • Second, identify the                                                                0         COMPLEX
                                                         SIMPLE SALE
                                                                                                              SALE

                                                           PRODUCT
                                                                                                  0        SOLUTION



                  “important” factors
                                                             SALE                                            SALE

                                                         QUOTE, PRICE
                                                          & DELIVERY
                                                             SALE
                                                                                 0                        PRESENTATION
                                                                                                              SALE


                                                           SIMPLE                                          COMPLEX
                                                          PRODUCT
                                                         KNOWLEDGE
                                                                                                  0        PRODUCT
                                                                                                          KNOWLEDGE

                                                         SELLS FIRST                   0                  RELATIONSHIP
                                                                                                             FIRST

                                                            LOW
                                                         PERSUASION              0                           HIGH
                                                                                                          PERSUASION

                                                         LONG SALES
                                                           CYCLE                       0                  SHORT SALES
                                                                                                             CYCLE

                                                            LITTLE
                                                          FOLLOW UP         0                               STRONG
                                                                                                           FOLLOW UP

                                                          DOES NOT                                         WANTS TO
                                                          CONTROL
                                                           SALES                 0                         CONTROL
                                                                                                            SALES
                                                          PROCESS                                          PROCESS

                                                         LISTENS MORE            0                        TALKS MORE


                                                          INDIVIDUAL
                                                            EFFORT                     0                   COLLECTIVE
                                                                                                             EFFORT

                                                          IMPROVISES
                                                          SALES PATH        0                               FOLLOWS
                                                                                                           SALES PATH

                                                         LITTLE OR NO
                                                           PLANNING         0                              DETAILED
                                                                                                           PLANNING




Confidential - BestWork DATA™ & YPN™ Companies, Inc   9                                                © 2010 All Rights Reserved
Define The Factors
                      Needed for the Role!
            • First identify the
                  “critical” factors                                    Penny York #40 (#10 a
                                                                                            Western)
                                                           DOESN!T
                                                         CLOSE SALES             0                          STRONG
                                                                                                            CLOSER




            • Second, identify the                                                                0         COMPLEX
                                                         SIMPLE SALE
                                                                                                              SALE

                                                           PRODUCT
                                                                                                  0        SOLUTION



                  “important” factors
                                                             SALE                                            SALE

                                                         QUOTE, PRICE
                                                          & DELIVERY
                                                             SALE
                                                                                 0                        PRESENTATION
                                                                                                              SALE


                                                           SIMPLE                                          COMPLEX
                                                          PRODUCT                                 0        PRODUCT




            • And third, identify
                                                         KNOWLEDGE                                        KNOWLEDGE

                                                         SELLS FIRST                   0                  RELATIONSHIP
                                                                                                             FIRST




                  the “nice to have”                                             0
                                                            LOW                                              HIGH
                                                         PERSUASION                                       PERSUASION

                                                         LONG SALES
                                                                                       0                  SHORT SALES



                  factors
                                                           CYCLE                                             CYCLE

                                                            LITTLE
                                                          FOLLOW UP         0                               STRONG
                                                                                                           FOLLOW UP

                                                          DOES NOT                                         WANTS TO
                                                          CONTROL
                                                           SALES                 0                         CONTROL
                                                                                                            SALES
                                                          PROCESS                                          PROCESS

                                                         LISTENS MORE            0                        TALKS MORE


                                                          INDIVIDUAL
                                                            EFFORT                     0                   COLLECTIVE
                                                                                                             EFFORT

                                                          IMPROVISES
                                                          SALES PATH        0                               FOLLOWS
                                                                                                           SALES PATH

                                                         LITTLE OR NO
                                                           PLANNING         0                              DETAILED
                                                                                                           PLANNING




Confidential - BestWork DATA™ & YPN™ Companies, Inc   9                                                © 2010 All Rights Reserved
Define The Factors
                      Needed for the Role!
            • First identify the
                  “critical” factors                                    Penny York #40 (#10 a
                                                                                            Western)
                                                           DOESN!T
                                                         CLOSE SALES             0                          STRONG
                                                                                                            CLOSER




            • Second, identify the                                                                0         COMPLEX
                                                         SIMPLE SALE
                                                                                                              SALE

                                                           PRODUCT
                                                                                                  0        SOLUTION



                  “important” factors
                                                             SALE                                            SALE

                                                         QUOTE, PRICE
                                                          & DELIVERY
                                                             SALE
                                                                                 0                        PRESENTATION
                                                                                                              SALE


                                                           SIMPLE                                          COMPLEX
                                                          PRODUCT                                 0        PRODUCT




            • And third, identify
                                                         KNOWLEDGE                                        KNOWLEDGE

                                                         SELLS FIRST                   0                  RELATIONSHIP
                                                                                                             FIRST




                  the “nice to have”                                             0
                                                            LOW                                              HIGH
                                                         PERSUASION                                       PERSUASION

                                                         LONG SALES
                                                                                       0                  SHORT SALES



                  factors
                                                           CYCLE                                             CYCLE

                                                            LITTLE
                                                          FOLLOW UP         0                               STRONG
                                                                                                           FOLLOW UP

                                                          DOES NOT                                         WANTS TO
                                                          CONTROL
                                                           SALES                 0                         CONTROL
                                                                                                            SALES



            • Is Penny the correct
                                                          PROCESS                                          PROCESS

                                                         LISTENS MORE            0                        TALKS MORE




                  person for this role?                                                0
                                                          INDIVIDUAL                                       COLLECTIVE
                                                            EFFORT                                           EFFORT

                                                          IMPROVISES
                                                          SALES PATH        0                               FOLLOWS
                                                                                                           SALES PATH

                                                         LITTLE OR NO
                                                           PLANNING         0                              DETAILED
                                                                                                           PLANNING




Confidential - BestWork DATA™ & YPN™ Companies, Inc   9                                                © 2010 All Rights Reserved
How Does Penny
                    Line Up to the Team!
                                                                              ACME National Sales Team
                                                            DOESN!T
                                                          CLOSE SALES           2    10   26    7       3      STRONG
                                                                                                               CLOSER


                                                          SIMPLE SALE           1    14   22    5       5      COMPLEX
                                                                                                                 SALE

                                                            PRODUCT
                                                              SALE              1    14   22    5       5      SOLUTION
                                                                                                                 SALE

                                                          QUOTE, PRICE
                                                           & DELIVERY
                                                              SALE
                                                                         2      3    7    18    9       8    PRESENTATION
                                                                                                                 SALE


                                                            SIMPLE                                             COMPLEX
                                                           PRODUCT
                                                          KNOWLEDGE
                                                                                1    14   22    5       5      PRODUCT
                                                                                                              KNOWLEDGE

                                                          SELLS FIRST    6      7    22    9    3       1    RELATIONSHIP
                                                                                                                FIRST

                                                             LOW
                                                          PERSUASION            2    10   26    7       3        HIGH
                                                                                                              PERSUASION

                                                          LONG SALES
                                                            CYCLE        11     11   20    5    1            SHORT SALES
                                                                                                                CYCLE

                                                             LITTLE
                                                           FOLLOW UP     1      2    15   17    6       7      STRONG
                                                                                                              FOLLOW UP

                                                           DOES NOT                                            WANTS TO
                                                           CONTROL
                                                            SALES               2    10   26    7       3      CONTROL
                                                                                                                SALES
                                                           PROCESS                                             PROCESS


                                                          LISTENS MORE   2      3    7    18    9       8     TALKS MORE


                                                           INDIVIDUAL
                                                             EFFORT      6      7    22    9    3       1     COLLECTIVE
                                                                                                                EFFORT

                                                           IMPROVISES
                                                           SALES PATH           3    12   17    8       8      FOLLOWS
                                                                                                              SALES PATH

                                                          LITTLE OR NO
                                                            PLANNING     1      2    15   17    6   7          DETAILED
                                                                                                               PLANNING




Confidential - BestWork DATA™ & YPN™ Companies, Inc   10                                                  © 2010 All Rights Reserved
How Does Penny
                    Line Up to the Team!
            • First identify the
                  “critical” factors                                          ACME National Sales Team
                                                            DOESN!T
                                                          CLOSE SALES           2    10   26    7       3      STRONG
                                                                                                               CLOSER


                                                          SIMPLE SALE           1    14   22    5       5      COMPLEX
                                                                                                                 SALE

                                                            PRODUCT
                                                              SALE              1    14   22    5       5      SOLUTION
                                                                                                                 SALE

                                                          QUOTE, PRICE
                                                           & DELIVERY
                                                              SALE
                                                                         2      3    7    18    9       8    PRESENTATION
                                                                                                                 SALE


                                                            SIMPLE                                             COMPLEX
                                                           PRODUCT
                                                          KNOWLEDGE
                                                                                1    14   22    5       5      PRODUCT
                                                                                                              KNOWLEDGE

                                                          SELLS FIRST    6      7    22    9    3       1    RELATIONSHIP
                                                                                                                FIRST

                                                             LOW
                                                          PERSUASION            2    10   26    7       3        HIGH
                                                                                                              PERSUASION

                                                          LONG SALES
                                                            CYCLE        11     11   20    5    1            SHORT SALES
                                                                                                                CYCLE

                                                             LITTLE
                                                           FOLLOW UP     1      2    15   17    6       7      STRONG
                                                                                                              FOLLOW UP

                                                           DOES NOT                                            WANTS TO
                                                           CONTROL
                                                            SALES               2    10   26    7       3      CONTROL
                                                                                                                SALES
                                                           PROCESS                                             PROCESS


                                                          LISTENS MORE   2      3    7    18    9       8     TALKS MORE


                                                           INDIVIDUAL
                                                             EFFORT      6      7    22    9    3       1     COLLECTIVE
                                                                                                                EFFORT

                                                           IMPROVISES
                                                           SALES PATH           3    12   17    8       8      FOLLOWS
                                                                                                              SALES PATH

                                                          LITTLE OR NO
                                                            PLANNING     1      2    15   17    6   7          DETAILED
                                                                                                               PLANNING




Confidential - BestWork DATA™ & YPN™ Companies, Inc   10                                                  © 2010 All Rights Reserved
How Does Penny
                    Line Up to the Team!
            • First identify the
                  “critical” factors                                          ACME National Sales Team
                                                            DOESN!T
                                                          CLOSE SALES           2    10   26    7       3      STRONG
                                                                                                               CLOSER




            • Second, identify the                                              1    14   22    5       5      COMPLEX
                                                          SIMPLE SALE
                                                                                                                 SALE

                                                            PRODUCT
                                                                                1    14   22    5       5      SOLUTION



                  “important” factors
                                                              SALE                                               SALE

                                                          QUOTE, PRICE
                                                           & DELIVERY
                                                              SALE
                                                                         2      3    7    18    9       8    PRESENTATION
                                                                                                                 SALE


                                                            SIMPLE                                             COMPLEX
                                                           PRODUCT
                                                          KNOWLEDGE
                                                                                1    14   22    5       5      PRODUCT
                                                                                                              KNOWLEDGE

                                                          SELLS FIRST    6      7    22    9    3       1    RELATIONSHIP
                                                                                                                FIRST

                                                             LOW
                                                          PERSUASION            2    10   26    7       3        HIGH
                                                                                                              PERSUASION

                                                          LONG SALES
                                                            CYCLE        11     11   20    5    1            SHORT SALES
                                                                                                                CYCLE

                                                             LITTLE
                                                           FOLLOW UP     1      2    15   17    6       7      STRONG
                                                                                                              FOLLOW UP

                                                           DOES NOT                                            WANTS TO
                                                           CONTROL
                                                            SALES               2    10   26    7       3      CONTROL
                                                                                                                SALES
                                                           PROCESS                                             PROCESS


                                                          LISTENS MORE   2      3    7    18    9       8     TALKS MORE


                                                           INDIVIDUAL
                                                             EFFORT      6      7    22    9    3       1     COLLECTIVE
                                                                                                                EFFORT

                                                           IMPROVISES
                                                           SALES PATH           3    12   17    8       8      FOLLOWS
                                                                                                              SALES PATH

                                                          LITTLE OR NO
                                                            PLANNING     1      2    15   17    6   7          DETAILED
                                                                                                               PLANNING




Confidential - BestWork DATA™ & YPN™ Companies, Inc   10                                                  © 2010 All Rights Reserved
How Does Penny
                    Line Up to the Team!
            • First identify the
                  “critical” factors                                          ACME National Sales Team
                                                            DOESN!T
                                                          CLOSE SALES           2    10   26    7       3      STRONG
                                                                                                               CLOSER




            • Second, identify the                                              1    14   22    5       5      COMPLEX
                                                          SIMPLE SALE
                                                                                                                 SALE

                                                            PRODUCT
                                                                                1    14   22    5       5      SOLUTION



                  “important” factors
                                                              SALE                                               SALE

                                                          QUOTE, PRICE
                                                           & DELIVERY
                                                              SALE
                                                                         2      3    7    18    9       8    PRESENTATION
                                                                                                                 SALE


                                                            SIMPLE                                             COMPLEX
                                                           PRODUCT              1    14   22    5       5      PRODUCT




            • And third, identify
                                                          KNOWLEDGE                                           KNOWLEDGE

                                                          SELLS FIRST    6      7    22    9    3       1    RELATIONSHIP
                                                                                                                FIRST



                  the “nice to have”                                            2    10   26    7       3
                                                             LOW                                                 HIGH
                                                          PERSUASION                                          PERSUASION

                                                          LONG SALES
                                                                         11     11   20    5    1            SHORT SALES



                  factors
                                                            CYCLE                                               CYCLE

                                                             LITTLE
                                                           FOLLOW UP     1      2    15   17    6       7      STRONG
                                                                                                              FOLLOW UP

                                                           DOES NOT                                            WANTS TO
                                                           CONTROL
                                                            SALES               2    10   26    7       3      CONTROL
                                                                                                                SALES
                                                           PROCESS                                             PROCESS


                                                          LISTENS MORE   2      3    7    18    9       8     TALKS MORE


                                                           INDIVIDUAL
                                                             EFFORT      6      7    22    9    3       1     COLLECTIVE
                                                                                                                EFFORT

                                                           IMPROVISES
                                                           SALES PATH           3    12   17    8       8      FOLLOWS
                                                                                                              SALES PATH

                                                          LITTLE OR NO
                                                            PLANNING     1      2    15   17    6   7          DETAILED
                                                                                                               PLANNING




Confidential - BestWork DATA™ & YPN™ Companies, Inc   10                                                  © 2010 All Rights Reserved
How Does Penny
                    Line Up to the Team!
            • First identify the
                  “critical” factors                                          ACME National Sales Team
                                                            DOESN!T
                                                          CLOSE SALES           2    10   26    7       3      STRONG
                                                                                                               CLOSER




            • Second, identify the                                              1    14   22    5       5      COMPLEX
                                                          SIMPLE SALE
                                                                                                                 SALE

                                                            PRODUCT
                                                                                1    14   22    5       5      SOLUTION



                  “important” factors
                                                              SALE                                               SALE

                                                          QUOTE, PRICE
                                                           & DELIVERY
                                                              SALE
                                                                         2      3    7    18    9       8    PRESENTATION
                                                                                                                 SALE


                                                            SIMPLE                                             COMPLEX
                                                           PRODUCT              1    14   22    5       5      PRODUCT




            • And third, identify
                                                          KNOWLEDGE                                           KNOWLEDGE

                                                          SELLS FIRST    6      7    22    9    3       1    RELATIONSHIP
                                                                                                                FIRST



                  the “nice to have”                                            2    10   26    7       3
                                                             LOW                                                 HIGH
                                                          PERSUASION                                          PERSUASION

                                                          LONG SALES
                                                                         11     11   20    5    1            SHORT SALES



                  factors
                                                            CYCLE                                               CYCLE

                                                             LITTLE
                                                           FOLLOW UP     1      2    15   17    6       7      STRONG
                                                                                                              FOLLOW UP

                                                           DOES NOT                                            WANTS TO
                                                           CONTROL
                                                            SALES               2    10   26    7       3      CONTROL
                                                                                                                SALES



            • * Penny’s place on
                                                           PROCESS                                             PROCESS


                                                          LISTENS MORE   2      3    7    18    9       8     TALKS MORE




                  the team                                 INDIVIDUAL
                                                             EFFORT      6      7    22    9    3       1     COLLECTIVE
                                                                                                                EFFORT

                                                           IMPROVISES
                                                           SALES PATH           3    12   17    8       8      FOLLOWS
                                                                                                              SALES PATH

                                                          LITTLE OR NO
                                                            PLANNING     1      2    15   17    6   7          DETAILED
                                                                                                               PLANNING




Confidential - BestWork DATA™ & YPN™ Companies, Inc   10                                                  © 2010 All Rights Reserved
Confidential - BestWork DATA™ & YPN™ Companies, Inc   11   © 2010 All Rights Reserved
You can now screen the field!
Confidential - BestWork DATA™ & YPN™ Companies, Inc   11   © 2010 All Rights Reserved
New Screened Results!
Confidential - BestWork DATA™ & YPN™ Companies, Inc   12   © 2010 All Rights Reserved
Oops!    OK!
     New Screened Results!
Confidential - BestWork DATA™ & YPN™ Companies, Inc   12   © 2010 All Rights Reserved
Parting Question?

                  Do want to fill your
                    company with
                     “Stars     ”?

Confidential - BestWork DATA™ & YPN™ Companies, Inc   13   © 2010 All Rights Reserved
Parting Question?

                  Do want to fill your
                    company with
                     “Stars     ”?

Confidential - BestWork DATA™ & YPN™ Companies, Inc   13   © 2010 All Rights Reserved
Find out how to select
  Star     Performers…



                                                   YPN™ Companies, Inc
                                             1720 Mars Hill Rd NW, Suite 8-325
                                                    Acworth, GA 30101
                                                 Info@YPNcompanies.com
                                                      678-389-6704

Confidential - BestWork DATA™ & YPN™ Companies, Inc          14                   © 2010 All Rights Reserved
Find out how to select
  Star     Performers…



                                                   YPN™ Companies, Inc
                                             1720 Mars Hill Rd NW, Suite 8-325
                                                    Acworth, GA 30101
                                                 Info@YPNcompanies.com
                                                      678-389-6704

Confidential - BestWork DATA™ & YPN™ Companies, Inc          14                   © 2010 All Rights Reserved

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Couragespeaks 4a7391bd f038-47f2-aede-6f5548addde9
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Excel sample multiple sheets1
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  • 1. Your NEW Talent Selection Process? Confidential - BestWork DATA™ & YPN™ Companies, Inc 1 © 2010 All Rights Reserved
  • 2. Your Last Hires! Confidential - BestWork DATA™ & YPN™ Companies, Inc 2 © 2010 All Rights Reserved
  • 3. Your Last Hires! Confidential - BestWork DATA™ & YPN™ Companies, Inc 2 © 2010 All Rights Reserved
  • 4. Past Results! Confidential - BestWork DATA™ & YPN™ Companies, Inc 3 © 2010 All Rights Reserved
  • 5. Past Results! Confidential - BestWork DATA™ & YPN™ Companies, Inc 3 © 2010 All Rights Reserved
  • 6. OK! Past Results! Confidential - BestWork DATA™ & YPN™ Companies, Inc 3 © 2010 All Rights Reserved
  • 7. Oops! OK! Past Results! Confidential - BestWork DATA™ & YPN™ Companies, Inc 3 © 2010 All Rights Reserved
  • 8. How do you select the RIGHT person for the right job? Confidential - BestWork DATA™ & YPN™ Companies, Inc 4 © 2010 All Rights Reserved
  • 9. Many applied? Confidential - BestWork DATA™ & YPN™ Companies, Inc 5 © 2010 All Rights Reserved
  • 10. Many applied? Confidential - BestWork DATA™ & YPN™ Companies, Inc 5 © 2010 All Rights Reserved
  • 11. Do they have the CRITICAL factors? Confidential - BestWork DATA™ & YPN™ Companies, Inc 6 © 2010 All Rights Reserved
  • 12. Screen first… then Select! Confidential - BestWork DATA™ & YPN™ Companies, Inc 7 © 2010 All Rights Reserved
  • 13. What’s Great Service? Confidential - BestWork DATA™ & YPN™ Companies, Inc 8 © 2010 All Rights Reserved
  • 14. What’s Great Service? • What critical factors are needed for a 15% tip for the waiter? Confidential - BestWork DATA™ & YPN™ Companies, Inc 8 © 2010 All Rights Reserved
  • 15. What’s Great Service? • What critical factors are needed for a 15% tip for the waiter? • What critical factors are needed for a 20% tip for the waiter? Confidential - BestWork DATA™ & YPN™ Companies, Inc 8 © 2010 All Rights Reserved
  • 16. What’s Great Service? • What critical factors are needed for a 15% tip for the waiter? • What critical factors are needed for a 20% tip for the waiter? • Is it only delivering the food timely? Confidential - BestWork DATA™ & YPN™ Companies, Inc 8 © 2010 All Rights Reserved
  • 17. What’s Great Service? • What critical factors are needed for a 15% tip for the waiter? • What critical factors are needed for a 20% tip for the waiter? • Is it only delivering the food timely? • What about the extra service provided? Confidential - BestWork DATA™ & YPN™ Companies, Inc 8 © 2010 All Rights Reserved
  • 18. Define The Factors Needed for the Role! Penny York #40 (#10 a Western) DOESN!T CLOSE SALES 0 STRONG CLOSER SIMPLE SALE 0 COMPLEX SALE PRODUCT SALE 0 SOLUTION SALE QUOTE, PRICE & DELIVERY SALE 0 PRESENTATION SALE SIMPLE COMPLEX PRODUCT KNOWLEDGE 0 PRODUCT KNOWLEDGE SELLS FIRST 0 RELATIONSHIP FIRST LOW PERSUASION 0 HIGH PERSUASION LONG SALES CYCLE 0 SHORT SALES CYCLE LITTLE FOLLOW UP 0 STRONG FOLLOW UP DOES NOT WANTS TO CONTROL SALES 0 CONTROL SALES PROCESS PROCESS LISTENS MORE 0 TALKS MORE INDIVIDUAL EFFORT 0 COLLECTIVE EFFORT IMPROVISES SALES PATH 0 FOLLOWS SALES PATH LITTLE OR NO PLANNING 0 DETAILED PLANNING Confidential - BestWork DATA™ & YPN™ Companies, Inc 9 © 2010 All Rights Reserved
  • 19. Define The Factors Needed for the Role! • First identify the “critical” factors Penny York #40 (#10 a Western) DOESN!T CLOSE SALES 0 STRONG CLOSER SIMPLE SALE 0 COMPLEX SALE PRODUCT SALE 0 SOLUTION SALE QUOTE, PRICE & DELIVERY SALE 0 PRESENTATION SALE SIMPLE COMPLEX PRODUCT KNOWLEDGE 0 PRODUCT KNOWLEDGE SELLS FIRST 0 RELATIONSHIP FIRST LOW PERSUASION 0 HIGH PERSUASION LONG SALES CYCLE 0 SHORT SALES CYCLE LITTLE FOLLOW UP 0 STRONG FOLLOW UP DOES NOT WANTS TO CONTROL SALES 0 CONTROL SALES PROCESS PROCESS LISTENS MORE 0 TALKS MORE INDIVIDUAL EFFORT 0 COLLECTIVE EFFORT IMPROVISES SALES PATH 0 FOLLOWS SALES PATH LITTLE OR NO PLANNING 0 DETAILED PLANNING Confidential - BestWork DATA™ & YPN™ Companies, Inc 9 © 2010 All Rights Reserved
  • 20. Define The Factors Needed for the Role! • First identify the “critical” factors Penny York #40 (#10 a Western) DOESN!T CLOSE SALES 0 STRONG CLOSER • Second, identify the 0 COMPLEX SIMPLE SALE SALE PRODUCT 0 SOLUTION “important” factors SALE SALE QUOTE, PRICE & DELIVERY SALE 0 PRESENTATION SALE SIMPLE COMPLEX PRODUCT KNOWLEDGE 0 PRODUCT KNOWLEDGE SELLS FIRST 0 RELATIONSHIP FIRST LOW PERSUASION 0 HIGH PERSUASION LONG SALES CYCLE 0 SHORT SALES CYCLE LITTLE FOLLOW UP 0 STRONG FOLLOW UP DOES NOT WANTS TO CONTROL SALES 0 CONTROL SALES PROCESS PROCESS LISTENS MORE 0 TALKS MORE INDIVIDUAL EFFORT 0 COLLECTIVE EFFORT IMPROVISES SALES PATH 0 FOLLOWS SALES PATH LITTLE OR NO PLANNING 0 DETAILED PLANNING Confidential - BestWork DATA™ & YPN™ Companies, Inc 9 © 2010 All Rights Reserved
  • 21. Define The Factors Needed for the Role! • First identify the “critical” factors Penny York #40 (#10 a Western) DOESN!T CLOSE SALES 0 STRONG CLOSER • Second, identify the 0 COMPLEX SIMPLE SALE SALE PRODUCT 0 SOLUTION “important” factors SALE SALE QUOTE, PRICE & DELIVERY SALE 0 PRESENTATION SALE SIMPLE COMPLEX PRODUCT 0 PRODUCT • And third, identify KNOWLEDGE KNOWLEDGE SELLS FIRST 0 RELATIONSHIP FIRST the “nice to have” 0 LOW HIGH PERSUASION PERSUASION LONG SALES 0 SHORT SALES factors CYCLE CYCLE LITTLE FOLLOW UP 0 STRONG FOLLOW UP DOES NOT WANTS TO CONTROL SALES 0 CONTROL SALES PROCESS PROCESS LISTENS MORE 0 TALKS MORE INDIVIDUAL EFFORT 0 COLLECTIVE EFFORT IMPROVISES SALES PATH 0 FOLLOWS SALES PATH LITTLE OR NO PLANNING 0 DETAILED PLANNING Confidential - BestWork DATA™ & YPN™ Companies, Inc 9 © 2010 All Rights Reserved
  • 22. Define The Factors Needed for the Role! • First identify the “critical” factors Penny York #40 (#10 a Western) DOESN!T CLOSE SALES 0 STRONG CLOSER • Second, identify the 0 COMPLEX SIMPLE SALE SALE PRODUCT 0 SOLUTION “important” factors SALE SALE QUOTE, PRICE & DELIVERY SALE 0 PRESENTATION SALE SIMPLE COMPLEX PRODUCT 0 PRODUCT • And third, identify KNOWLEDGE KNOWLEDGE SELLS FIRST 0 RELATIONSHIP FIRST the “nice to have” 0 LOW HIGH PERSUASION PERSUASION LONG SALES 0 SHORT SALES factors CYCLE CYCLE LITTLE FOLLOW UP 0 STRONG FOLLOW UP DOES NOT WANTS TO CONTROL SALES 0 CONTROL SALES • Is Penny the correct PROCESS PROCESS LISTENS MORE 0 TALKS MORE person for this role? 0 INDIVIDUAL COLLECTIVE EFFORT EFFORT IMPROVISES SALES PATH 0 FOLLOWS SALES PATH LITTLE OR NO PLANNING 0 DETAILED PLANNING Confidential - BestWork DATA™ & YPN™ Companies, Inc 9 © 2010 All Rights Reserved
  • 23. How Does Penny Line Up to the Team! ACME National Sales Team DOESN!T CLOSE SALES 2 10 26 7 3 STRONG CLOSER SIMPLE SALE 1 14 22 5 5 COMPLEX SALE PRODUCT SALE 1 14 22 5 5 SOLUTION SALE QUOTE, PRICE & DELIVERY SALE 2 3 7 18 9 8 PRESENTATION SALE SIMPLE COMPLEX PRODUCT KNOWLEDGE 1 14 22 5 5 PRODUCT KNOWLEDGE SELLS FIRST 6 7 22 9 3 1 RELATIONSHIP FIRST LOW PERSUASION 2 10 26 7 3 HIGH PERSUASION LONG SALES CYCLE 11 11 20 5 1 SHORT SALES CYCLE LITTLE FOLLOW UP 1 2 15 17 6 7 STRONG FOLLOW UP DOES NOT WANTS TO CONTROL SALES 2 10 26 7 3 CONTROL SALES PROCESS PROCESS LISTENS MORE 2 3 7 18 9 8 TALKS MORE INDIVIDUAL EFFORT 6 7 22 9 3 1 COLLECTIVE EFFORT IMPROVISES SALES PATH 3 12 17 8 8 FOLLOWS SALES PATH LITTLE OR NO PLANNING 1 2 15 17 6 7 DETAILED PLANNING Confidential - BestWork DATA™ & YPN™ Companies, Inc 10 © 2010 All Rights Reserved
  • 24. How Does Penny Line Up to the Team! • First identify the “critical” factors ACME National Sales Team DOESN!T CLOSE SALES 2 10 26 7 3 STRONG CLOSER SIMPLE SALE 1 14 22 5 5 COMPLEX SALE PRODUCT SALE 1 14 22 5 5 SOLUTION SALE QUOTE, PRICE & DELIVERY SALE 2 3 7 18 9 8 PRESENTATION SALE SIMPLE COMPLEX PRODUCT KNOWLEDGE 1 14 22 5 5 PRODUCT KNOWLEDGE SELLS FIRST 6 7 22 9 3 1 RELATIONSHIP FIRST LOW PERSUASION 2 10 26 7 3 HIGH PERSUASION LONG SALES CYCLE 11 11 20 5 1 SHORT SALES CYCLE LITTLE FOLLOW UP 1 2 15 17 6 7 STRONG FOLLOW UP DOES NOT WANTS TO CONTROL SALES 2 10 26 7 3 CONTROL SALES PROCESS PROCESS LISTENS MORE 2 3 7 18 9 8 TALKS MORE INDIVIDUAL EFFORT 6 7 22 9 3 1 COLLECTIVE EFFORT IMPROVISES SALES PATH 3 12 17 8 8 FOLLOWS SALES PATH LITTLE OR NO PLANNING 1 2 15 17 6 7 DETAILED PLANNING Confidential - BestWork DATA™ & YPN™ Companies, Inc 10 © 2010 All Rights Reserved
  • 25. How Does Penny Line Up to the Team! • First identify the “critical” factors ACME National Sales Team DOESN!T CLOSE SALES 2 10 26 7 3 STRONG CLOSER • Second, identify the 1 14 22 5 5 COMPLEX SIMPLE SALE SALE PRODUCT 1 14 22 5 5 SOLUTION “important” factors SALE SALE QUOTE, PRICE & DELIVERY SALE 2 3 7 18 9 8 PRESENTATION SALE SIMPLE COMPLEX PRODUCT KNOWLEDGE 1 14 22 5 5 PRODUCT KNOWLEDGE SELLS FIRST 6 7 22 9 3 1 RELATIONSHIP FIRST LOW PERSUASION 2 10 26 7 3 HIGH PERSUASION LONG SALES CYCLE 11 11 20 5 1 SHORT SALES CYCLE LITTLE FOLLOW UP 1 2 15 17 6 7 STRONG FOLLOW UP DOES NOT WANTS TO CONTROL SALES 2 10 26 7 3 CONTROL SALES PROCESS PROCESS LISTENS MORE 2 3 7 18 9 8 TALKS MORE INDIVIDUAL EFFORT 6 7 22 9 3 1 COLLECTIVE EFFORT IMPROVISES SALES PATH 3 12 17 8 8 FOLLOWS SALES PATH LITTLE OR NO PLANNING 1 2 15 17 6 7 DETAILED PLANNING Confidential - BestWork DATA™ & YPN™ Companies, Inc 10 © 2010 All Rights Reserved
  • 26. How Does Penny Line Up to the Team! • First identify the “critical” factors ACME National Sales Team DOESN!T CLOSE SALES 2 10 26 7 3 STRONG CLOSER • Second, identify the 1 14 22 5 5 COMPLEX SIMPLE SALE SALE PRODUCT 1 14 22 5 5 SOLUTION “important” factors SALE SALE QUOTE, PRICE & DELIVERY SALE 2 3 7 18 9 8 PRESENTATION SALE SIMPLE COMPLEX PRODUCT 1 14 22 5 5 PRODUCT • And third, identify KNOWLEDGE KNOWLEDGE SELLS FIRST 6 7 22 9 3 1 RELATIONSHIP FIRST the “nice to have” 2 10 26 7 3 LOW HIGH PERSUASION PERSUASION LONG SALES 11 11 20 5 1 SHORT SALES factors CYCLE CYCLE LITTLE FOLLOW UP 1 2 15 17 6 7 STRONG FOLLOW UP DOES NOT WANTS TO CONTROL SALES 2 10 26 7 3 CONTROL SALES PROCESS PROCESS LISTENS MORE 2 3 7 18 9 8 TALKS MORE INDIVIDUAL EFFORT 6 7 22 9 3 1 COLLECTIVE EFFORT IMPROVISES SALES PATH 3 12 17 8 8 FOLLOWS SALES PATH LITTLE OR NO PLANNING 1 2 15 17 6 7 DETAILED PLANNING Confidential - BestWork DATA™ & YPN™ Companies, Inc 10 © 2010 All Rights Reserved
  • 27. How Does Penny Line Up to the Team! • First identify the “critical” factors ACME National Sales Team DOESN!T CLOSE SALES 2 10 26 7 3 STRONG CLOSER • Second, identify the 1 14 22 5 5 COMPLEX SIMPLE SALE SALE PRODUCT 1 14 22 5 5 SOLUTION “important” factors SALE SALE QUOTE, PRICE & DELIVERY SALE 2 3 7 18 9 8 PRESENTATION SALE SIMPLE COMPLEX PRODUCT 1 14 22 5 5 PRODUCT • And third, identify KNOWLEDGE KNOWLEDGE SELLS FIRST 6 7 22 9 3 1 RELATIONSHIP FIRST the “nice to have” 2 10 26 7 3 LOW HIGH PERSUASION PERSUASION LONG SALES 11 11 20 5 1 SHORT SALES factors CYCLE CYCLE LITTLE FOLLOW UP 1 2 15 17 6 7 STRONG FOLLOW UP DOES NOT WANTS TO CONTROL SALES 2 10 26 7 3 CONTROL SALES • * Penny’s place on PROCESS PROCESS LISTENS MORE 2 3 7 18 9 8 TALKS MORE the team INDIVIDUAL EFFORT 6 7 22 9 3 1 COLLECTIVE EFFORT IMPROVISES SALES PATH 3 12 17 8 8 FOLLOWS SALES PATH LITTLE OR NO PLANNING 1 2 15 17 6 7 DETAILED PLANNING Confidential - BestWork DATA™ & YPN™ Companies, Inc 10 © 2010 All Rights Reserved
  • 28. Confidential - BestWork DATA™ & YPN™ Companies, Inc 11 © 2010 All Rights Reserved
  • 29. You can now screen the field! Confidential - BestWork DATA™ & YPN™ Companies, Inc 11 © 2010 All Rights Reserved
  • 30. New Screened Results! Confidential - BestWork DATA™ & YPN™ Companies, Inc 12 © 2010 All Rights Reserved
  • 31. Oops! OK! New Screened Results! Confidential - BestWork DATA™ & YPN™ Companies, Inc 12 © 2010 All Rights Reserved
  • 32. Parting Question? Do want to fill your company with “Stars ”? Confidential - BestWork DATA™ & YPN™ Companies, Inc 13 © 2010 All Rights Reserved
  • 33. Parting Question? Do want to fill your company with “Stars ”? Confidential - BestWork DATA™ & YPN™ Companies, Inc 13 © 2010 All Rights Reserved
  • 34. Find out how to select Star Performers… YPN™ Companies, Inc 1720 Mars Hill Rd NW, Suite 8-325 Acworth, GA 30101 Info@YPNcompanies.com 678-389-6704 Confidential - BestWork DATA™ & YPN™ Companies, Inc 14 © 2010 All Rights Reserved
  • 35. Find out how to select Star Performers… YPN™ Companies, Inc 1720 Mars Hill Rd NW, Suite 8-325 Acworth, GA 30101 Info@YPNcompanies.com 678-389-6704 Confidential - BestWork DATA™ & YPN™ Companies, Inc 14 © 2010 All Rights Reserved