Baker Revolutionizes Sales Training & Transformation sector using its scientific data-driven process to eliminate guesswork in sales team development.
Baker Communications announced that they were nominated and selected to The Silicon Review’s list of the “Top 50 Fastest Growing Companies in 2021.” “We attribute our rapid growth to our front-end methodology which uses scientific data to support our client’s hiring, onboarding, training and coaching decisions,” said Walter Rogers, CEO of Baker Communications. He went on to explain that using this scientific data took a lot of the guesswork out of how to rapidly improve sales performance. “That rapid improvement allowed customers to compress the time to top performance and reap the corresponding rewards. The payback was so great – and predictable – that it simply made sense to follow our methodology,” Rogers added
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In the last four years, Baker Communications, Inc. has started to get more scientific in its approach to improving sales performance. “Ten years ago, we were focused on how to make training ‘stick.’ We started introducing learning reinforcement tools and refresher video libraries to overcome the forgetting curve,” Rogers explained. “That helped the sellers a lot, but it was still a one-size-fits-all approach. We needed to make sales performance improvement more scientific and much more individualized,” he went on to explain.
“Not everyone is going to have the same selling strengths and weaknesses. Some are strong at prospecting, while others are strong at negotiation or closing. We needed to find those individual strengths and weaknesses if we’re going to help these sellers and teams become world-class players,” Rogers stated.
“After assessing 2 million plus sellers, nearly 90,000 hires, in 31,000 plus companies around the world, we can now predict with a 91% predictive validity rating whether a new hire will be successful. And even better, we can find the skill gaps that can turn an existing average performer into a top performer,” Rogers goes on to say.
Mr. Rogers explained that when the data tells you that a hire is going to be successful, there is a 92% chance that the seller will end up in the top half of your team in a year. He also cautioned that when the data tells you not to hire – and you hire that person – 75% of those individuals will be gone in the first 6 months.
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Baker Communications sees this data-driven approach to training and coaching as the “secret sauce” companies have needed for decades. They can hire the right people from the beginning. That shuts off the flow of sellers that weren’t a good fit for the type of sales role a company is trying to fill. Then knowing the team’s skill gaps, they can easily adapt the training to remedy a very specific skill gap
