“Scientific Talent Management”

Publications and Whitepapers

Making Millions by Mining Management Competency Data -  With the broad implementation of 360-degree feedback instruments over the past two decades, many large organizations are sitting on reams of data that hold critical clues to identifying and developing their best performing employees. But the vast majority of companies using 360-degree feedback instruments fail to fully exploit the information these tools produce – the data is most often used for developmental reviews, and seldom for increasing productivity or generating incremental revenue.  The Korn/Ferry Institute (2008)

Measuring the ROI of Competency Management -  Competency-based human capital management practices can prove to be of substantial value in real financial terms. In order to realize the return-on-investment (ROI) of such practices, a company must know how to measure competency and how it directly affects the bottom line.  Human Capital Institute (2006)

Sales Force Training

Sales Force Management

Competencies and ROI  - Future of Work - High Potentials - Lominger Talent Management System - Sales Force

447 Percent ROI on Competency Training -   “As a result of this assessment, we learned that we need to run our training programs like a business.  In the past, it was all about the relationships that are developed at the programs.  While those are still important, we now know how much the program helps our bottom-line. “ (2010)

Sales Force Alignment

Sales Assessment Solutions - Two different organizations wanted to re-align their sales forces to better meet changing business strategies.  They used the Sales Assessment Process to determine what their “A” players did differently from their “C” players.  The results for both companies were outstanding.  They are now using the Sales Assessment Process to predict the hiring of “A” players.  The predictive validity for hiring “A” for both companies is higher than the ACT and SAT. (2011)

Sales Force Website

Sales Assessment Solutions Website -  This link will take you to my SalesAssessmentSolutions.com website.  This website will provide you with the information you need to start to upgrade your sales force.   Key results are highlighted.