About EnSellopedia.com & The H.R. Chally Group

Clay Garner, founder of EnSellopedia.com, has studied sales performance indicators since the mid-1980’s when he served as Executive Vice President of The H.R. Chally Group, a research firm founded in 1976.  With the help of a U.S. Labor Department grant, Chally developed tools that could pre-screen applicants for police force jobs and accurately predict the best candidates.  

Once this task was successfully completed, they turned to sales people and sales performance.  Some 400,000 sales people later from over 1000 sales forces and over 100 scientifically valid studies, Chally tools are the hands down leader in predicting potential sales performance.  For example, once its been agreed that a particular Success Profile matches up with a company’s customers, Chally online assessments will be at least 90% accurate in identifying the best people to match to your customer’s buying preference. 

Clay Garner, today a Chally Affiliate, has established EnSellopedia.com to serve as an encyclopedia on hiring sales people . . . along with the ability to engage in conversations about sales rep hiringchose the right Success Profiles for your customers,  and order Chally assessments and reports for selection, promotion, and development. 

Matching the Right Sales People with the Right Customers = Top Sales Performance

Most sales forces consist of groups of sales performers:   

Group One – usually 10-15% of the Sales Force, the Top Performers;
Group Two – 40-60% of the Sales Force, just above & below average;
Group Three – the 10-15% at the low end of the performance spectrum.  

What is the key to top performance? 

• Avoid Low Producers like the plague. 
• Understand what differentiates ”Better” and “Best” performers from all those below average.
• Hire and deploy sales people only with potential to become high performers. 

So, what are the differentiators?

Sales Skills . . . most certainly.  Even more impactful . . . Sales Style Motivators that produce different types of sales people.  But matching the right Sales Styles with different  Customer Buying Styles is the most critical issue .  The study results chart below illustrates just how important matching . . . or mismatching . . . can be in real sales situations.