Velocity To Assure Success -
The PerfectMatch™ System
Relevant experience enables a Sales Leader to step into an assignment and be immediately successful because they have tackled a challenge around a similar product and sales process in the same industry before.
Identifying and introducing this Sales Leader takes a few days, not months.
Here is our PerfectMatch™ system, step by step:
Step 1: Pre-vetting the Sales Leader
During the onboarding of a Sales Leader, we focus on three different elements of the various sales scenarios the executive was responsible for during their career:
(1) role-relevant experience: We include details like the specifics of the team structure, length of sales cycle, deal size, decision-maker(s), type of sale, the nature of the product, the target markets, clients, etc.
(2) affirmed and up to date experience: The correctness of each datapoint is determined using both, automated tools as well as manual, experience-based approaches. Affirmed datapoints later carry higher relevance during the matching.
(3) context-weighted experience: The importance and ranking of each datapoint are then determined in the context of each individual assignment opportunity and the corresponding client requirements.
Step 2: Creating the Assignment Scope
We aim to fully understand the client’s situation, allowing us to match just the right Sales Leader into the business. After an initial discovery call, we jointly develop the Assignment Scope together with the client. It is more than a SOW. It dives deep into the goals the client wants to accomplish, the specifics of the existing sales structure, the nature of the product, the targeted markets, personas, and deal structures, etc. The Scope document also defines the structure and nature of the engagement and the investment required to get the right talent in the door (Flexibility).
Step 3: Matching Using Our Proprietary PerfectMatch™ Algorithm
Scoping the assignment typically takes two to three days, running our proprietary algorithm takes but seconds. It identifies the tight slate of one, maybe two qualified, interested, and available executives that are the PerfectMatch™. In this automated process, the details of an executive’s career are scored and ranked in the context of the specific assignment opportunity and the documented client requirements.
Step 4: Introduction and Selection
Often within three to five days, we are able to introduce the PerfectMatch™ Sales Leader to the client. Our client then makes the final call after their interview process.