G.E.N.O.M.E.

Performance Associates and M.A.T.C.H. join forces to launch G.E.N.O.M.E.

Simon Toy and David Gladding have joined forces in order to offer customers a unique approach to selecting, retaining and developing sales staff.

It has long been known that sales is a very complex process and managing sales staff through that process is even more demanding. We have produced a unique set of products that will help de-mystify the psychology behind sales performance and provide practical tools that will enable sales staff to perform at their peak, said Gladding.

GENOME, provides an online set of tools that has been produced taking information from over three hundred and fifty thousand data points in order to let us fully understand what the psychological make up of the top four percent sales staff looks like. We have identified six competencies that appear in every case of the top four percent, scoring way above the average. Having looked closer at the psychology behind the six competencies we identified forty eight key contributing drivers needed to perform at your peak, again these appeared in all cases of the top four percent.

We have produced an online assessment programme that will show us where there are current strengths and weaknesses within a sales team at an individual level and then have bespoke training programmes for each of the forty eight drivers which we deliver on line using tools such as audio, video and web conferencing as the delivery mechanism, this way we keep the sales team out selling and training takes place in "sales down time". We then provide ongoing online individual development through our mentoring programme which will demonstrably show areas of improvement and ROI, said Toy.

Products

DNA

An online assessment programme using real life sales scenarios in order to measure sales knowledge.

Research from over 350,000 sales people globally and across all industries along with over 420 published and referenced articles has been used with the specific aim of understanding what psychologies drive sales behaviour. We have then taken over 50 years of experience in managing sales staff in order to draw unequivocal evidence of the key drivers of sales personnel.

It was very apparent that there were overwhelming statistics that proved that certain characteristics appeared in the "elite" category of performance, in fact from the 350,000 sales people measured 92% of all revenues were produced by only 4% of the sales staff. What was not so apparent was that many of the traits appeared in under-performers who just did not have the appropriate skill sets, 55% of all sales staff measured showed an inability to sell with a further 20% selling in the wrong industry sector.

Our belief is that sales skills can be trained so it was imperative that we drilled down further in order to find the psychological triggers that were essential in a sales persons make up so that was being delivered to the right people.

To this end, 48 "sub-competencies were identified that not only consistently appeared in the top 4% but also were present in many of the so called underperformers that had a lack of skill sets that were also present in the top 4%, this we know gives us the essential information needed to deliver extremely specific individual programmes in order to improve sales performance.

M.A.T.C.H.

Having assessed, all individuals will be taken through a defined on line training programme specific to the individual and based on the competencies of the top 4% of sales people. The training could include several areas dependant on the assessment and will be delivered using on line tools such as web, audio and video where available. Encouragement is given to train either in "own time" or at known sales "down times" as this is more efficient. It is also a proven fact that the top 4% of sales people have an insatiable thirst for self learning and are known to do this at their own cost and in their own time, we will be able to track all activities on the system in order to provide detailed reports. Our analysis also proves that retention of information performs poorly in the "traditional" training environment which is why we encourage short 1 2 hour sessions with instant feedback on completion.

Mentor

Unlike most "traditional" trainers and training programs once the training is done we do not disappear. Our ongoing development programme is designed to deliver monthly training once again based on the individual that will demonstrably areas of improvement through our online reporting modules that can be used for formal appraisal purposes. We also like to work with our clients in order to establish that the training we are providing is positively impacting the results that are being achieved and are happy to integrate this into the reporting structure. We also supply an online mentoring "chat" facility with a dedicated phone number to the individuals mentor.