CASE STUDY: SAM Insight
Who & what: an Italian Information Technology company with focus on delivering ERP solutions based on Oracle and JD Edwards products.
Task: Application of SAM Insight for the recruitment of a Sales Manager Benelux
The challenge was to come up with a profile that fits the personality and describes the 'soft skills' of a new Sales Manager for the Benelux. From the initial discussions, it became clear that it was impossible to describe the required soft skills of the Sales Manager in other terms than the usual 'buzz words' such as 'pro-active', 'go-getter', 'team player', 'dynamic' and 'flexible'. When asked to explain what these words meant to them, the uncertainty rose as we received as many opinions about the meaning of each word as there were people around the table.
Instead, the whole management team (7 directors including the CEO) and the sales teams (6 people) conducted a SAM Insight MAP. The Directors were asked to complete the survey as if they were the new Sales Manager for the Benelux. The sales team was asked to complete the survey as themselves.
The result was two teamMAPs, and each one was reviewed. The Directors’ teamMAP was less consistent, and it was clear that when the disagreement among the directors stemmed from answers which matched their actual roles rather then their imagined 'sales manager' role. An example of this was the result of their CEO whose result showed a clear preference for 'concern for task', as you would expect from a CEO role. The Sales teamMAP was more consistent as you would also expect given that their current job role was more similar.
Further discussions with the client determined whose results we should include, and which of the factors were crucial and which were secondary. On the basis of this data, a talentMAP was prepared as a benchmark.
After reviewing the talentMAP with the client, it was used to prepare a job profile, which now includes statements about the desired behaviour and preferences of the 'right' candidate, but without unexplainable and empty 'buzz words'. The talentMAP was used in interviews with potential candidates who welcomed the clear description of the 'soft skills' that this sales manager's role requires.
In short, SAM Insight provided information about who would fit their organization the best. From the client’s perspective, there was also the additional benefit of getting to know their existing sales team even better. It has enabled them to see which sales manager requires more training and coaching when matched against the profile of the new Sales Manager in Benelux.
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