Allison Duquette, Chief Revenue Officer at CampusLogic, on how the Sales Effectiveness & Improvement Analysis helped her team make hard hiring and coaching decisions with confidence.
We took everybody that we had at that point in time—about a year ago—went through the assessment, and in some cases we had sellers that weren't being successful, and we couldn't quite decide what to do with them. Do we continue to coach them? The assessment helped us make some hard decisions. In some cases, sales competency was low, commitment was low—we decided those people probably would never be successful for us. And with other people, we created personalized coaching plans, personalized growth plans that we agreed upon. It focuses on developing the skills that every person needs to be successful, and those are going to be different skills across your team.
It's been great, and I've seen remarkable growth in some of our team members. The assessment came back on one person and I got a knot in my stomach—I thought, he's a great person, but I'm not sure we can make him successful. But having the data and laying out exactly where we needed to make investments in him has been, in some cases, almost a 180-degree difference in their performance—gone from being on a plan to being one of our top performers. It's paid off almost instantly, and in very, very measurable ways for us. 100% worth it.
A lot of people ask when the right time is to start doing an assessment, and my response would be: when you're hiring your first salesperson. That's the time. Don't wait and hire a lot of salespeople first—this is something you should do so you're getting the right people in from day one.
Allison Duquette
Chief Revenue Officer
CampusLogic
