Rob Forage - CEO of UNSW Global (a wholly owned enterprise of the University of New South Wales)
UNSW Global Chief Executive Officer, Rob Forage, provides commentary about the approach and positive outcomes from the customized Objective Assessment sales capability improvement program, including the 'in-house' leadership support activity from Jim Vasiliou.
Oliver Giles - Q2 System Sales
I regard your training program that I have completed with Brad Power to be the single best move I’ve made in my sales career so far. My biggest takeaway from the training was the ability to ask the hard tension building questions in order to uncover the clients real buying criteria, before the training I was not even aware that that I had to create tension in order to progress the sale. I feel that now I have completed the course, I have new knowledge and skillsets to understand how people make buying decisions and how to influence those decisions.
James Kirner Christchurch NZ - Successful candidate National Sales Manager position
On a personal note, I want to thank you Marion for the friendly and professional manner in which this (recruitment) process has been handled. Thank you for advice along the way which is much appreciated.
Charles Cornish - Managing Director - Ontext Australia Pty Ltd
OA Recruitment has restored my faith in outsourcing something you should never outsource – processes affecting the selection of people! In the past 20 years I have had the privilege to recruit across all continents of the globe and across the diverse industries of Accounting, Investment Banking and Healthcare. I have used the ‘biggest’, the ‘most boutique’, the most ‘specialised’ recruiting firms in the world – however none perform as well as OA.
They have the skills sets of the top Executive Recruitment firms – and match it with a thorough and deep concern for your requirements. To attract great people, the recruitment process needs to also be great. It needs to reflect the professionalism of your business and the types you hope to attract. The greatest compliment that I can relay about OA is that of my latest recruit who stated “ I knew from the moment I spoke with OA that the company they were representing was a company I would like to work for.
OA were incredibly respectful, articulate and knew the company inside out. The process was thorough, and fair”. Nothing beats a service partner that extends your own brand beyond your own limits. OA does that in spades!
Deb Finniss - Business Development Coordinator - Wiley & Co.
What it's like to work with Objective Assessment: Have you ever eaten at ‘a-la-carte’ restaurants that serve (and charge outrageously for) soggy pre-frozen prawns? Then, one fine day, you eat at a seafood restaurant that takes its prawns straight from the trawler that just pulled in? They live in that world... it’s what they do!
You feel great when you crunch into that first juicy prawn and want more... don’t you?
You would understand what I mean if you had ‘spent’ a year of your spare minutes researching, talking to, emailing and yawning at ‘pop culture’ mainstream sales training companies that regurgitate ‘what they think you want to hear’ about your sales operations (same old soggy prawns.)
That’s great for selling cars… but WE ARE WILEY!!! It was time for a fresh approach...
Thankfully I found Objective Assessment!
Fiona Petty - Human Resources Manager - Nucrush Group
For the Nucrush Group to use consultancy services the provider has to be outstanding and that was what we found Objective Assessment to be. We initially engaged the services of Objective Assessment to help us restructure our pre-mixed concrete sales force, using a series of tailored profiling and screening tools. To build on this investment, it made sense to enhance the sales skills of our team with a customised training and development program, which even our sellers with decades of experience found stimulating and beneficial. We went on to use Objective Assessment to provide screening services in the recruitment of a new Sales Manager and then for a critical customer relationship and business development role in our Quarry division. All of these services were co-ordinated by Marion Mather, who understood our unique needs, our management philosophy and our desire to improve. Marion gently helped us to realise that even though we had been running a successful sales force for nearly 40 years, there was a lot more to sourcing, remunerating, motivating and retaining quality sales people that we could be doing. From my point of view as the Human Resources Manager, I particularly appreciated Marion’s wise counsel in these matters as it definitely supported me in educating our managers in maximising the potential of our sales team.
Brad Suffolk - State Field Sales Manager NSW / ACT - Campbells Wholesale (Regarding STAR Training)
I would like to thank you both (Julian & Marion) for an exciting two days, and what I have achieved from this training session is more than what I could have imagined. I am quite impressed with my new skills, which I have you all to thank, I particularly liked the resume topic, where I am now able to view candidates in a different way, and now have the knowledge to get the most out of an interview candidate, I could go on all night talking about my new ability to recruit however thanks again”
Jim Haritonas - Field Sales Manager - VIC Campbells Wholesale (Regarding STAR Training)
Just wanted to once again thank you for one of the most interesting training sessions I have attended. As I mentioned to you this recruiting process has completely changed my outlook of hiring new staff and now feel 100% confident of getting the right person on board. I felt the way Julian and Marion facilitated the training was fantastic and all the way very engaging.
Rod Phillips - Managing Director - Premis
I'd like to take this opportunity to thank you and your staff at Objective Assessment for your contributions to our sales system development and staff training. Since taking control of Elite Fitout Solutions last June we’ve had a crash course in the do’s and don’ts in relation to the sales process, your input into this has been invaluable ensuring the sales system holds all parties in the process (salespeople & management) accountable.
Your review of the sales system we’d inherited has allowed us to tailor a process unique to our business and products, along with the recruitment and assessment of sales personnel, the training of sales and management personnel we are confident that the early success we’ve experienced will be able to be maintained long term.
Justin Clarke - Director - McGees Property
Property Group McGees recognises change in market requires different sales skills. "In the current market conditions we recognized that no company could afford to have underperforming salespeople. Business success is based on quality decisions and quality decisions are based on quality information.
Objective Assessment gives us that quality information.
Twelve months ago we identified the need for sales people with outstanding hunter & closer characteristics as the market conditions had changed. Using the OMG Salesforce Evaluations when recruiting, I am able to accurately identify the candidates that will be able to sell my product in my market even before I read a resume or make contact with them. This takes the guess work out of sales recruiting, saving us time and money.
The only decision I need to make is which of the hirable candidates would fit within our team. With my current staff I was able to use the OMG evaluations to identify hidden weaknesses that were affecting their sales results. I could now tailor training to specific needs of my staff rather than wasting money on irrelevant training. This is a win win for all. Objective assessment has given us the tools we were seeking to make the right decisions when hiring, training & developing our sales team.
Dave Fletcher - General Manager Operations - TMHA
Toyota Material Handling and Objective Assessment started working together to diagnose the New South Wales sales force during their integration with BT. The diagnostic provided crucial insights into the capability and growth potential of the sales force - in particular sales management. "It was key to get top management sorted before we worried about the sales team underneath - and if this wasn't right then we were going to fail every time."
Email Marketing Specialist FortyTwo International chooses Objective Assessment as a catalyst to sales development. FortyTwo International/Campaign-master is Australia's leading email marketing specialist, boasting a client list that includes Coca Cola, NRMA, DHL, Avis and many other prestigious organisations across a broad range of industries. They develop strategies and campaigns using world-class technology, whilst generating maximum return on their marketing investment for clients.
As a growth company very focused on new business, FortyTwo turned to Objective Assessment to assist with sales team development and recruiting, both critical to achieving the company's 12 month objectives. Being an independent authority, Objective Assessment succeeded where internal management had met resistance. The Objective Assessment assistance has become a catalyst to the development of the FortyTwo sales team.
Companion Credit Union uses Objective Assessment expertise as first step towards building sales culture. No one could have imagined back in 1974 how successful and far reaching Companion Credit Union would become. Originally developed as a banking alternative for the mining fraternity in the Hunter, the company has grown into one of the region’s most successful financial institutions. Companion Credit Union realised they had to change their sales culture from a service organisation to a sales force so they brought in Objective Assessment to begin the process of change.
The company was investing heavily in training and developing its national sales team in five States, when it sought Objective Assessment's expertise to improve its return on investment. As a result, The Laminex Group now has a better understanding of its people, improved ROI for its training budget, and is creating the change required to realise the company’s commercial potential.
Olex manufactures the widest range of power cables in Australia, supplying the country's electricity, mining and rail industries, a burgeoning international market including China, Sri Lanka as well as electrical wholesalers in Australia and New Zealand. Many among Olex's 800 strong workforce are long term employees. So when a management buy-out accelerated the pace of change, the company sought Objective Assessment's independent expertise to assess its sales team. The objective assessment of the capability of the sales force has created the framework needed to manage the sales people, their performance and their value to Olex.
Dexion Limited is the name behind the world-class storage systems used by high profile clients Coles Myer, Woolworths, Bunnings, Universal Music and the National Library of Australia. In August 2003, a world-wide restructure of the Dexion Group provided the opportunity for Dexion Australia to become fully Australian-owned. Dexion recognises the critical impact of the sales function on its business and by using Objective Assessment's innovative expertise for increasing sales force effectiveness they now have a blueprint for developing the national sales team, focusing sales training expenditure and closing the margin for error when it comes to hiring the right sales people. The Objective Assessment sales force effectiveness expertise is continuing to play an integral part in Dexion's long-term sales management strategy.