Reference

Evaluating Sales People

In mid-2015, Steve was one of six candidates for a head of sales position at fast growing Telecommunications software start-up. The company had engaged Growth in Focus to assess candidate sales conversation skill which was done using a simulation. Of the six candidates, Steve was outstanding and was offered the role.

Fast forward 10 months and Steve, now Head of Sales, contacted Mike about performing a similar evaluation for two sales candidates that he was considering. Mike performed a skill evaluation and neither tested too well.

When Steven watched the simulation video he was shocked. In Steven's words words it was "...sobering to watch".

Steven had met and interviewed these candidates and thought that they would be suitable but the simulation showed significant weaknesses in the core sales skill - conversation skill. This is a significant insight.

You might think "an interview is like a sales meeting, I can evaluate their sales conversation skill in an interview"  - and

you would be wrong

. It is necessary to analyse a well structured sales situation to properly evaluate sales conversation skill.

In response to this insight, Steven is now evaluating recruiting candidates and current team members to see what the training requirements are.

Steve continues to grow his international team and the company is going from strength to strength.

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Company

: Telecommunications Software Company

Source:

Mike Adams consulting experience with this company assisting them to hire the best sales people

Story Type:

Insight; Business Purpose

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For Story Students

The Setting: Mid-2015 Steve applied for a head of sales role with a Telecommunications start-up

The Complications: The start-up needed to ramp up fast and hire head of sales and sales people all over the world. Steve was one of six candidates to be assessed via a sales simulation run by Growth in Focus

The Turning Point: Steve got the job and then started building his team. Eight months later Steve was considering two international candidates and decided to use Growth in Focus again to evaluate them/ Steve was shocked a the results

The Resolution: Steve resolved to simulation test all sales people including current hires

The Point of the Story: Steve resolved to simulation test all sales people including current hires

How to use this story: We use this story as a reference story to build our sales recruiting business

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Martin Place Lindt Cafe Siege - Access to Data

On 15th December 2014 a lone gunman held hostage ten customers and eight employees of a the Lindt cafe in Sydney's Martin Place.

The police urgently needed to understand the building layout in order to resolve an extremely dangerous hostage situation. The Police saw the First5Minutes evacuation sign in the building side entrance and called the property owner to get the building plans - but the property owner didn't know how to access the plans

The police noticed that the evacuation signs were created by First5Minutes. They called First5Minutes and were able to get copies of the building floor plans(with the building owner's consent) in a matter of minutes from First5minute's online system. The property owners were not able to supply floor plans in this time frame. Provision of floor plans was vital to the police handling of the siege.

When the hostage-taker opened fire on the hostages, the police used their knowledge of the building layout to storm the cafe and release the remaining hostages.

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Company: First5Minutes

Source: As researched by Mike Adams

Reference: https://en.wikipedia.org/wiki/2014_Sydney_hostage_crisis

Story Type: Success

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For Story Students

The Setting: On 15th December 2014 a lone gunman held hostage ten customers and eight employees of a the Lindt cafe in Sydney's Martin Place

The Complications: The police urgently needed to understand the building layout in order to resolve an extremely dangerous hostage situation. The Police saw the F5M evacuation sign in the building side entrance and called the property owner to get the building plans - but the property owner didn't know how to access the plans

Meeting the guide:   The Police called First5Minutes

The Plan: Provide instant access to the data they needed to solve a critical public safety issue

Avoid Failure: Police tried to wait out the hostage-taker but he started shooting

Achieve (partial) Success: The police used the First5minutes plans to storm the cafe and free the remaining hostages.

The Point of the Story: The Police had instant access to the data they needed to solve a critical public safety issue

How to use this story: When talking about the importance of proper document management and access to important documents.

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