The FSP is a methodology authored by Charles Fiaccabrino that Flevy<\/a> help produce into a framework document.<\/p>\n 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.<\/p>\n 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.<\/p>\n The core of the framework is to understand 16 critical Humanistic Attributes. The\u00a0full framework document<\/a>\u00a0will 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.<\/p>\n Who is Charles Fiaccabrino (AKA “Mr. Roche”)?<\/strong><\/p>\n 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!<\/p>\n 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.<\/p>\n He has numerous testimonials from former Roche Executives, including Irwin Lerner and Patrick Zenner, both former CEOs of Roche.<\/p>\n You can read these testimonials and download the FSP Primer for free here:\u00a0https:\/\/flevy.com\/fiaccabrino-selection-process<\/a>.<\/p>\n In most sales organizations, there are 2 crippling truths\u20141) 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… Is Your Turnover Abysmal?<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"neve_meta_sidebar":"","neve_meta_container":"","neve_meta_enable_content_width":"","neve_meta_content_width":0,"neve_meta_title_alignment":"","neve_meta_author_avatar":"","neve_post_elements_order":"","neve_meta_disable_header":"","neve_meta_disable_footer":"","neve_meta_disable_title":"","footnotes":""},"categories":[81],"tags":[286,288,291,415],"class_list":["post-885","post","type-post","status-publish","format-standard","hentry","category-strategy","tag-charles-fiaccabrino","tag-fiaccabrino-selection-process","tag-sales-management","tag-sales-turnover"],"_links":{"self":[{"href":"https:\/\/flevy.com\/blog\/wp-json\/wp\/v2\/posts\/885","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/flevy.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/flevy.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/flevy.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/flevy.com\/blog\/wp-json\/wp\/v2\/comments?post=885"}],"version-history":[{"count":3,"href":"https:\/\/flevy.com\/blog\/wp-json\/wp\/v2\/posts\/885\/revisions"}],"predecessor-version":[{"id":890,"href":"https:\/\/flevy.com\/blog\/wp-json\/wp\/v2\/posts\/885\/revisions\/890"}],"wp:attachment":[{"href":"https:\/\/flevy.com\/blog\/wp-json\/wp\/v2\/media?parent=885"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/flevy.com\/blog\/wp-json\/wp\/v2\/categories?post=885"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/flevy.com\/blog\/wp-json\/wp\/v2\/tags?post=885"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}![\"fiaccabrino_selection_process\"](\"https:\/\/flevy.com\/blog\/wp-content\/uploads\/2014\/05\/fiaccabrino_selection_process-300x66.gif\")
<\/a>What is the Fiaccabrino Selection Process?<\/strong><\/p>\n