In most sales organizations, there are 2 crippling truths—1) 80-90% of sales are generated by only 20% of the sales team and 2) turnover is abysmal.
This brings us to an important question. Why is that only 20% of the sales team generate such a disproportionate amount of the sales? What if you were to only hire the “best of the best” salespeople–those who generate the 80-90% in any other organization? What would happen as a result? Your sales would skyrocket and your turnover would be dramatically reduced.
The Fiaccabrino Selection Process (FSP) is a proven methodology for increasing sales and reducing turnover. It teaches you how to select only the “best of the best” for your organization.
You can now download the FSP Primer for free here: http://flevy.com/fiaccabrino-selection-process.
The FSP is a methodology authored by Charles Fiaccabrino that Flevy help produce into a framework document.
The Fiaccabrino Selection Process is a powerful methodology for interviewing and screening the best people for your organization. The objective is to select those people who will be the highest performers with the lowest turnover.
Whereas the methodology was originally developed for a sales organization, it can easily be modified and tweaked for other functions. In fact, it has been used for positions from Marketers to Research Scientists to Pharmacists.
The core of the framework is to understand 16 critical Humanistic Attributes. The full framework document will explain each attribute in detail and provide insight into how to evaluate your candidate’s competency across each attribute. At the end of the day, the candidate must excel across all 16 of the Humanistic Attributes.
Who is Charles Fiaccabrino (AKA “Mr. Roche”)?
Charles Fiaccabrino is a subject matter expert in all topics Sales and Sales Management related. In his 80s, Charles has over 50 years of experience!
Hired as their first salesperson, he helped grow Roche Diagnostics grow from a startup into a multi-billion dollar corporation. He was known internally in the company as “Mr. Roche,” and earned the President’s Award an unprecented 20 times.
He has numerous testimonials from former Roche Executives, including Irwin Lerner and Patrick Zenner, both former CEOs of Roche.
You can read these testimonials and download the FSP Primer for free here: http://flevy.com/fiaccabrino-selection-process.