How Builders are better than Hunters or Farmers - Cincom's story

I just returned from a tremendous Profiles International World Conference held last week in Austin.  One of the many impressive speakers was Steve Storer, Human Resources Director of Human Resources & Talent Management at Cincom Systems, Inc.  Cincom was recognized as Profiles International's Client of the Year.  Steve Storer noted that the top priorities when engaging Profiles International for assistance were:

1. Find a way to implement a “Builder” model to find better sales talent to drive more business development (revenue) through winning more new clients.  The traditional "Farmer or Hunter" sales persons were not the right fit for Cincom.
2. Improve retention of top producers in a very competitive technology sector.
3. Hire new sales staff that are better fit for new markets Cincom was pursuing that required “C” level penetration.

Cincom, one of only thirty Microsoft Dynamics AX International Software Vendors in the world, has benefited from using the Profile Sales Assessment over the past few years to upgrade their sales force and drive more results.  Cincom needed to achieve greater results and were not pleased with their status quo using a different assessment tool.   Recently, Cincom has also implemented the Sales CheckPoint performance management program that has delivered great improvement in their annual review and ongoing coaching programs.

For a copy of this Cincom document that outlines the path to improvement,  and the results achieved, send a request to Info@ParsleyPerformance.com


~ David