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The Fiaccabrino Selection Process, a Flevy Exclusive Framework on Selecting the Best of the Best

Flevy recently collaborated with Charles Fiaccabrino to develop an exclusive business framework, the Fiaccabrino Selection Process.

In most sales organizations, your top 20% sales performers generate 80% of the revenues. The question is, why are the other 80% hired? What would happen if sales managers hired sales people who were more like the top 20% and less like the bottom 80%? The result is your sales would significantly multiply and your sales turnover will also drop. This framework teaches you how to identify the top 20% sales performers–the best of the best.

The core of the framework is to understand 16 critical Humanistic Attributes. This document will explain each attribute in detail and provide insight into how to evaluate your candidate’s competency across each attribute.

Who is Charles Fiaccabrino?

Charles is a seasoned sales executive, having served as the Regional Sales Manager for 22 years of a Fortune 200 company (with revenues of over $50B in 2012). During that time, he earned the highly coveted Presidents Achievement Award 20 times (a performance record at the time). Charles was known within the company as “Mr. Roche.”

What was undoubtedly the core reason for his success as a manager is his ability to evaluate people. Through his selection process outlined in this framework, Charles hired some of the greatest performers in the history of his company.

Here are some testimonials from former executives of Roche (original letters embedded in the document):

“… you have earned the respect, the admiration and the affection of dozens, probably hundreds, of Roche people whos lives you have touched as friend, counselor, mentor, leader.” — Irwin Lerner, former CEO

“All of your colleagues at Roche Diagnostics, who refer to you as “Mr. Roche,” are quite proud of your I understand you were also responsible for hiring and coaching over 100 Roche employees who have and will continue to follow in your footsteps.” — Patrick Zenner, former CEO

“In all these years, almost 30 to be exact, I’m positive no one person cared as much or worked as hard to make Roche Diagnostics great!” — Tom Mac Mahon, former GM

You can preview and download the Fiaccabrino Selection Process framework here: https://flevy.com/browse/business-document/fiaccabrino-sales-selection-process-566

About Flevy

Flevy (http://flevy.com) is the leading provider of premium business documents (such as business frameworks, financial models, and presentation templates). Our documents are of the same caliber as those used and produced by top tier consulting firms, like McKinsey, Bain, Accenture, BCG, and Deloitte. Most documents were developed by seasoned executives and consultants with 20+ years of experience. Improve the growth and efficiency of your organization by leveraging Flevy's library of business frameworks and analysis tools. Scroll down a bit further on this page to download some of our free business training guides.

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Complimentary Business Training Guides


Many companies develop robust strategies, but struggle with operationalizing their strategies into implementable steps. This presentation from flevy introduces 12 powerful business frameworks spanning both Strategy Development and Strategy Execution. [Learn more]   What does it take to achieve Operational Excellence? Read this guide and learn to build an integrated Business Execution System from Six Sigma Master Black Belt Frank Adler, co-founder of Operational Excellence Consulting. [Learn more]
The Fiaccabrino Selection Process (FSP) is a proven methodology for increasing sales and reducing turnover, developed by "Mr. Roche," Charles Fiaccabrino. Mr. Fiaccabrino is a Sales Executive with over 50 years of experience. [Learn more]   Learn this time-tested approach to Change Management authored by Ron Leeman, recipient of the Change Leader award by the World HRD Congress in 2012. Ron Leeman has been Change, Process and Project professional since 1974. [Learn more]
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