Your Hybrid Model Is Failing; and These 3 False Beliefs You Have Are Why.

Hybrid work was meant to be the great equaliser, a balance between flexibility and collaboration, the best of both worlds. But for many organisations, what began as an exciting experiment is fast becoming a source of friction, frustration and fading culture.

Leaders, HR managers, and operational teams (especially baby boomers) are grappling with the gap between expectation and reality.

As a manager, I’d like to invite you to pause for a moment and think about the question:

How might I be contributing to this?

You worked hard to implement the policies, to design the schedules, and yet, the promised land of engaged, collaborative employees feels further away than ever.

The real reason for your hybrid model failing isn’t just because of your policies. It’s also because of your false hidden beliefs shaping them.

One of the most prevalent and damaging false beliefs you might have is  this:

“People who have hybrid work arrangements ‘have enough’ time in the office when they are in to have interactions with others.”

This seemingly harmless assumption is a trap.

According to a 2025 AHRI report, disconnection between colleagues is now the top disadvantage of hybrid work, cited by 57% of employers.

With over 6.7 million Australians working from home at least part of the time, and three office days being the most common arrangement, the stakes are high.

Left unchecked, it erodes culture, stifles innovation, and ultimately derails hybrid models. Even if your belief might be true for some, it might be wildly incorrect for others – and it can spiral into other false beliefs that try to prove your initial belief correct.

Here are some other ways I have seen this false belief spiral:

Limiting Belief #1: You Start To Believe Interaction Is Automatic

What people think:
Many leaders assume that by simply bringing people into a shared physical space, meaningful connection, collaboration, and trust will happen on their own.

What actually happens:
In reality, hybrid office days are often jammed with back-to-back meetings, catch-ups, and urgent tasks. Employees come in to collaborate, but paradoxically, have less time for genuine informal connection. The water-cooler chats, chance encounters, and spontaneous brainstorms of the past don’t just “happen” anymore.

The fallout:
Teams become transactional. Relationships thin out. Colleagues only engage through scheduled meetings, and the subtle cues of teamwork, informal knowledge sharing, rapport, personal connection evaporate. Presence is mistaken for connection.

Limiting Belief #2: You Start To Believe Culture Lives Only in the Office

What people think:
Some leaders still hold on to a nostalgia for office culture. They unconsciously believe that the “real” employee experience, and the “real” culture only happens in person.

What actually happens:
This belief signals to remote workers that their contributions are less visible, their belonging less important, and their experience secondary. Proximity bias kicks in. Those in the office may be seen as more engaged or “in the know,” while remote colleagues feel excluded, undervalued, and always playing catch-up.

The fallout:
A fractured culture. Innovation slows as perspectives from hybrid and remote employees aren’t equally included. Retention suffers, as talent looks for employers that value flexible, inclusive culture

In Australia, 3 out of 4 prime-aged workers say lack of flexibility would push them to leave. Leaders may believe they have one culture, but they’ve actually created two.

Limiting Belief #3: You Start To Believe One Size Fits All

What people think:
A universal hybrid policy  “everyone in on Tuesday to Thursday”  ensures enough connection for everyone.

What actually happens:
This ignores the very different needs of teams and individuals. Cross-functional projects may thrive on concentrated in-person sprints, while research teams need only occasional check-ins. Employees vary widely in how they connect and collaborate. Forcing uniformity leads to wasted commutes, disengagement, and resentment.

The fallout:
Employees show up but don’t get the social or collaborative dividends they expected. The office becomes a place of frustration rather than energy. For some, “enough” feels like “too much.” For others, it’s not enough of the right kind.

Breaking Free from Limiting Beliefs

The good news? The first step is awareness. Once you see the beliefs, you can choose better ones. Here’s how to replace them:

Be Intentional About Interaction
Don’t leave connections to chance. Design in-office days with structured collaboration, team-building, and informal connection opportunities. Facilitate, don’t just mandate.

Build a Digital-First, Inclusive Culture
Culture shouldn’t rely on physical presence. Invest in digital tools, hybrid facilitation training for managers, and communication practices that include everyone, everywhere.

Customise, Don’t Standardise
Replace rigid policies with team-led flexibility. Empower groups to define when in-person time is most valuable. Focus on outcomes, not attendance. Flexibility rooted in science is key.

Psychologists like Martin Seligman, Paul Zak, and John Medina have shown that wellbeing drives performance. Tools such as the Great People Inside (GPI) Psychometric GR8 Wellbeing Assessment can help identify employee wellbeing and prevent disengagement, while the GPI GR8 Remote Manager Tool equips managers with the insights needed to lead dispersed teams effectively.

The future of work isn’t about where people sit, it’s about how they connect, collaborate, and contribute. If your hybrid model is faltering, look beyond the policies. Challenge the limiting beliefs holding your organisation back.

The solution isn’t just a new policy. It’s a new mindset.

Our ebook, “Remote Teams, Real Results, Realistic Costs”  provides some GR8 information on Remote and Hybrid Work.  To grab a free copy, DOWNLOAD NOW!

7 Ways Small Businesses Can Outshine Big Companies in Hiring… If You Have Stopped Wasting Them

When you’re up against large corporations with deep pockets, it can feel like a losing battle. Maybe you’re not able to match their salaries and benefits, but your small business has a powerful, and often under-utilised, secret weapon…

𝗬𝗼𝘂𝗿 𝘂𝗻𝗶𝗾𝘂𝗲 𝗰𝘂𝗹𝘁𝘂𝗿𝗲.

Unlike large companies where employees often complain of feeling like a small cog in a giant machine, SMEs offer a different value proposition by providing a sense of community, direct impact, and genuine autonomy.

Employees get the chance to work directly with founders and senior leadership, seeing the tangible results of their work. Your size allows for agility and flexibility without layers of bureaucracy, and career development can be a personalised path rather than a pre-defined ladder. This is your “Employee Value Proposition (EVP); but if it’s your best kept secret, and potential talent doesn’t know it , you will come off second best in the war for talent.

𝟳 𝘄𝗮𝘆𝘀 𝘆𝗼𝘂 𝗰𝗮𝗻 𝘀𝗽𝗿𝗲𝗮𝗱 𝘆𝗼𝘂𝗿 𝗺𝗲𝘀𝘀𝗮𝗴𝗲:

  1. Showcase what makes you special
  2. Use social media to tell your story.
  3. Showcase your team members.
  4. Talk about your mission and values.
  5. Empower your people.
  6. Trust them with more responsibility.
  7. Celebrate wins loudly and often.

Stop trying to be a smaller version of a big company and shine a light on what makes your business unique.

Your size and speed are your biggest strengths, not your biggest weaknesses. You’re just not making them work for you.

What is one thing you can do this week to highlight your Value Proposition?

Share in the comments below! We’d love to hear your thoughts!

Why Solving Every Problem Might Be Hurting Your Leadership

As an owner, manager or supervisor do you find yourself consistently providing answers to questions and solutions to problems for your team or being the go-to fixer for your team?

 

This is a very normal leadership instinct after all, right? After all, that’s the job… or is it?

 

What if it’s the wrong approach?

 

What if the outcome is the exact opposite of what you’re trying to achieve?

 

Countless studies show this “rescuer syndrome” is actually dysfunctional and tends to stifle growth, creates dependency, and leaves you and your team burnt out.

 

The upside is it makes you look good and sets you up as being indispensable, but perhaps you really just enjoy “rescuing”.  After all, who doesn’t enjoy the “smartest person in the room” feeling?

 

Here’s how you can break the cycle

 

Consider a recent client of mine, Patrick (not his real name), a senior manager overwhelmed by a seemingly endless stream of tactical decisions.

 

He was brilliant but felt swamped by requests and stuck in a cycle of reactivity.

 

We didn’t give him a new framework or a step-by-step plan.

 

Instead, starting with a GPI Leadership Assessment followed by a Leadership Coaching program, we helped him heighten his awareness and explore how he might be contributing to the situation.

 

Patrick’s “AHA” moment was a fundamental realisation: he was trying to solve everyone’s problems because he believed it was his duty to have all the answers.

 

The powerful shift came when he discovered that his true value was not in solving every issue, but in empowering his team to solve their own.

 

He learned to guide his team to solutions.

 

He integrated strategic coaching into his day-to-day management. His approach shifted from rescuing to helping his team to learn.

 

He now builds capability proactively.

 

It’s how you build a better business.

 

Curious if you might be stuck in the rescuer role too?

 

Make an appointment to book a chat – click it to explore how you can shift from problem-solver to growth catalyst.

The Power of Feedback

Many would agree that annual performance reviews are outdated and ineffective.

Saving up feedback and delivering it in one sitting misses the opportunity for growth and leaves employees feeling frustrated and unvalued.

This can be costly. According to a Gallup study, employees who receive daily feedback from their manager are 3.6 times more likely to be motivated to deliver great work.

There’s a better way to do feedback that’s simple, effective, and works for everyone.

  1. Switch to short, frequent check-ins instead of a single feedback dump. A study from the Society for Human Resource Management (SHRM)found that 80% of employees who received meaningful feedback in the last week are fully engaged.
  2. Focus on specific behaviors and provide actionable, constructive advice. Don’t just say “good job.” Instead, give a specific example, like “That was a fantastic presentation on the new project. I liked the way you clearly explained the data, and checked in frequently to confirm understanding. This really helped the team make a faster decision.”
  3. The power of a great question. Encourage two-way conversations where employees can share their thoughts and concerns. This creates a psychologically safe space and helps build trust, which a McKinsey report says is key to employee engagement.

How has frequent feedback changed the way your team works? Share your experience below.

 

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Is AI Scaring Away Your Best Talent?

Recruiting is changing fast. A new Gartner study reveals that only one quarter (26%) of job seekers trust AI will fairly evaluate them. The skills shortage is well documented; however, the pursuit of efficiency in hiring might be pushing away the very people you want to attract!

 

Computer says NO!

 

A  good friend of mine, (for privacy I am using the name “Sarah”) told me she recently applied for a senior marketing role and was extremely excited about the opportunity. It was just what she was looking for.

 

As part of the recruitment process, she was invited to complete an online assessment. To her surprise, the assessment wasn’t like a traditional psychometric test that she had done before, but an AI-powered game.

 

It felt strange and disconnected. Sarah told me she was put off by it and was thinking “So we’ve come to this! An algorithm is going to decide if I’m a good marketer? She even questioned if a real person was going to look at her application?  This feeling of being judged by a machine, without a human connection, made her feel uneasy and question if she wanted to work for that company.

 

This story isn’t unique. Using opaque, AI-only systems, risks losing the trust of great people like Sarah.

 

Trusted Science

 

Psychometric assessments have been used for decades because they work. They are built on tried and trusted science, not on a black box algorithm. They provide a transparent, fair way to measure a person’s abilities and personality. When a company clearly explains what a psychometric tool is for and how it connects to the job, it shows respect for the candidate. This approach builds trust and makes the process feel more human.

 

Bull in a China Shop

 

I get it! AI is great for improving efficiency; however, let’s not allow the rush to use the latest tech overshadow the importance of building trust in human interactions. A balanced approach—using proven, ethical tools and communicating openly—is the key to attracting and retaining the best talent.

 

What’s your take on this? How can we ensure our hiring processes are both effective and human-centric?

 

Want a more human, effective hiring process?

 

Ditch the black-box algorithms. Discover how Great People Inside uses transparent, science-backed assessments to create a fair, trust-building, and human-centric recruitment experience.

 

Visit greatpeopleinside.com.au to learn more and transform your hiring strategy today.

 

Make an appointment to see how it works for your team

 

Send us email: australia@greatpeopleinside.com

Only Big Companies Use Psychometric Tests? Think Again.

Many small business owners believe psychometric assessments are only for large, resource-rich companies.

This misconception directly impacts your bottom line through poor hiring choices, wasted training resources, not to mention the average $20,000 cost to replace an employee (ELMO 2024 HR Industry Benchmark Report)

What if psychometric tools were affordable, flexible, easy to understand, scalable, and could increase in your hiring success by 75%?

 

In three simple steps we can have you assessing… and saving!

 

Step 1: Tell us what the role needs (the job description works!), and we’ll suggest a template.

 

Step 2: Simply send your candidates the self-registration link we provide.

 

Step: 3 Once the candidate completes, you’ll immediately receive direct to your nominated inbox, your easy-to-read report complete with key candidate insights and competency-based questions to maximise interview effectiveness.

 

And we’ll even provide at no extra cost customised onboarding reports to make sure your new hire is quickly contributing to your business.

 

Discover how Great People Inside makes psychometrics practical for businesses of every size—start your smarter hiring journey today.

 

Just type Free TRIAL below and one of our team will be in touch!

 

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Four Critical People Management Skills

It doesn’t matter whether you are an SME or Multinational people management skills have become more critical than ever. While working from home has become a widely accepted norm, leading teams in this evolving environment demands a refined set of capabilities from contemporary leaders. Now is an opportune moment for you to sharpen your focus on this area, as employees increasingly recognise and value strong people management.

 

These essential skills empower leaders to navigate workplace challenges, foster team cohesion, and build a thriving business. They are vital for:

  • Resolving interpersonal conflicts
  • Guiding employee training and development.
  • Effectively managing project deadlines.
  • Ensuring seamless communication and information flow between remote and in-office employees.
  • Cultivating a robust and positive company culture.
  • Unlocking your employees’ full potential.

 

Leaders who continually improve their people management skills excel at providing constructive feedback and mentoring employees, guiding them toward growth and success. This approach facilitates the establishment and achievement of clear goals, creating a more positive and productive work environment.

 

Set them up for Success.

 

A leader with a deep understanding of their employees can accurately assess:

  • The strengths and weaknesses within their team.
  • The resources required for various tasks.
  • The ability to set realistic and achievable deadlines.

 

This informed approach empowers employees to strive for success, rather than setting them up for failure. In addition, leaders can build strong rapport, solicit valuable feedback from their team, and implement actionable steps for positive cultural change. This collaborative effort benefits everyone.

 

Four Critical People Management Areas

 

1. Understanding Human Behaviour and Acknowledging Diversity

 

It’s fundamental to grasp one simple concept: we are all different. A leader must recognise that family, environmental, and cultural influences shape beliefs and behaviours. Understanding diverse behavioural types enables leaders to treat employees with respect, leading to enhanced work practices, a motivated team, and valued ideas.

 

Gartner’s 2023 report confirms: diverse organisations show higher employee engagement and performance.

 

2. The Individual’s Purpose

 

Understanding each employee’s sense of purpose ensures alignment with business goals, whether in-office or remote.

 

Gallup’s 2022 study found that employees whose purpose aligns with the organisation are significantly more engaged and productive.

 

3. Transparent Communication

 

Open communication builds trust. Strong people managers actively listen and maintain two-way communication, especially in remote teams. Tools like video-based onboarding and a clear communication strategy are vital.

 

Buffer’s 2024 report shows communication is the top challenge for remote teams.

 

4. We Own This Together

 

Entrusting team members with tasks suited to their skills builds ownership and boosts morale.

 

Microsoft’s 2023 Work Trend Index found that autonomous employees report greater job satisfaction and lower burnout.

 

Ongoing People Management for Development and Retention

 

Hiring a “superstar” is just the beginning. Continuous development from onboarding through training and career progression is essential. Today’s workforce craves personal skill development, whether onsite or remote.

 

Common reasons for attrition include:

  • Lack of training and development
  • Poor engagement
  • Limited progression opportunities

 

Quantifying Top Performance

 

Traditional assessments often rely on generic benchmarks. At GPI (Great People Inside), we build organisation-specific benchmarks tailored to the “success DNA” of your top performers.

 

“Without an organisation-specific benchmark, you’re making people decisions with blindfolds on.”

 

These customised assessments enable targeted development, succession planning, and laser-focused coaching for both new hires and existing employees.

 

Ready to elevate your people management game with customised assessments and organisation-specific benchmarks? Let’s make it happen!

 

✅ Comment “Benchmark” below to start the conversation

 

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Make an appointment to see how it works for your team

 

✅ Send us email: [email protected]m  – we’re here to help!

Imagine If Your New Salesperson Came with a Manual

Wouldn’t it be fantastic if every new hire on your sales team arrived with their own personalised instruction manual? Imagine knowing, right from the start, exactly how to motivate them, what challenges they’ll naturally excel at, and where they might need a little extra coaching. This isn’t a “pie in the sky” dream; it’s precisely the power offered by a great salesperson profile, especially in a field where true sales prowess can be so hard to pin down.

 

Think about it: sales success isn’t just about hitting targets. It’s a complex dance of personality, cognitive agility, and genuine drive. A comprehensive profile assessment pulls back the curtain on these crucial elements. It’s like getting an X-ray of a candidate’s potential, moving far beyond what you can glean from a resume or an interview.

 

So, what would this “manual” tell you about a top-tier salesperson?

 

Here’s the typical insights you’ll gather about each individual you’re about to hire:

 

  • Inner drive and ambition: This isn’t just about being competitive; it’s about a deep-seated tendency to spot opportunitiesand relentlessly pursue them. They take calculated risks, assume responsibility, and are motivated by progress. These are ideal “hunter” candidates for pioneering new markets or initiatives.

 

  • Ability to connect and strategise with clients for the long haul: These individuals act as trusted advisors, building long-term relationships. They’re the “farmers”, great at understanding client needs and adapting. Investing in their client relationships means significant long-term returns.

 

  • Proactive approachto initiating sales: They don’t wait for leads—they go out and generate new business. With the right guidance, they can expand outreach and benefit from well-applied pressure to fuel their initiative.

 

Beyond their behaviour, the “manual” also delivers insights to their:

 

  • Cognitive strengths: Can they grasp complex ideas, apply logic, understand data, and communicate clearly? These factors impact how fast they learn, adapt, and sell effectively.

 

If you discover someone quickly grasps complexity or is strong with numbers, your training can be tailored to maximize their strengths. If someone’s abilities exceed the role’s demands, the manual might even flag a risk of disengagement due to lack of challenge.

 

Great People Inside’s USP

 

Unlike traditional fixed assessments, where content is dictated by the test provider, our customisable technology lets you develop an assessment tool that precisely measures what you want.

 

This is a game changer. It gives a data-driven, objective understanding of fit for a role, helping you make informed hiring decisions based on data, not gut feel. And it goes beyond recruitment—supporting development plans, targeted coaching, and a high-performing sales team.

 

In today’s nuanced sales landscape, having this “manual” isn’t a luxury—it’s a necessity for sustained success.

 

What are your biggest challenges in hiring top salespeople? Share your thoughts and experiences in the comments below, or message us directly to explore how GPI can help your business.

 

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Recruitment Roulette: Stop Gambling and Start Winning the Talent Lottery

Have you ever experienced that rush of anxiety when you must recruit a new critical role? It’s a feeling where you instinctively brace yourself for the journey ahead – the talent hunt, the associated recruitment fees, the extensive interviews, onboarding complexities, and the inherent risk of a mis-hire that can significantly impact productivity and resources. Yet, what if your ideal candidate isn’t on “Seek” or “Indeed” or trawling through LinkedIn, but is already an integral part of your team?

 

Seems like a pretty straightforward concept, doesn’t it? “I know my team; I understand their capabilities.” And certainly, you’re aware of their current performance. However, how comprehensive is that understanding? Do you truly know the full scope of their skills, their unexplored experiences, or the knowledge they possess that hasn’t been directly relevant to their current position? You recruited them for a specific role, but what untapped potential might you be overlooking?

 

Mary’s Unveiled Potential: A Strategic Imperative for Talent Identification

 

Consider the story of “Mary” from my experience. When managing the Clinical Business Unit for a prominent dental distribution company – guiding a workforce exceeding one hundred people – my primary objectives revolved around fostering business growth and enhancing operational efficiency. Like many in leadership, my focus was on profitable revenue generation and effective cost management.

 

Mary was a consistent top performer in sales, calling on dental practices. With a background as a dental assistant, her product and procedural knowledge was extensive. Despite a  number of opportunities for Sales Manager, Regional Team Leader and Product Management roles, Mary never expressed interest in advancement. I simply assumed she was content in her current position.

 

Then, during a conversation with another team member, Mary’s “secret life” came to light. It turned out that in her personal time, she was deeply involved with a national charity, holding significant responsibility for training and developing a large volunteer base across Victoria. The level of organisation, leadership, and people management she demonstrated outside of her professional role was truly remarkable – far exceeding what her daily responsibilities would suggest.

 

Over a discussion, I asked her why she never pursued more senior roles within the business, with their associated remuneration and status. Her response was both clear and insightful: “I earn enough to fulfill my own needs. When my calls conclude for the day, my work responsibilities end, allowing me to dedicate my time to supporting others less fortunate.” Mary was an exceptional individual, content and demonstrating a profound understanding of work-life balance long before it became part of the vernacular.

 

Critical Considerations in Talent Management

 

While Mary was satisfied, her story highlighted several critical considerations that remain highly relevant for today’s HR and Operations leaders:

 

  • Undiscovered Ambition:There’s a real possibility that highly capable individuals, like Mary, might desire advancement but aren’t the type to proactively self-promote or express their ambitions openly.

 

  • Missed Connections:Relying on chance conversations to uncover talent risks overlooking significant potential. A structured approach is essential to avoid such oversights.

 

  • Hidden Capabilities:Lots of “Marys” likely exist within your business—individuals with impressive capabilities that simply aren’t displayed or used in their current roles.

 

  • Talent Drain:Failing to identify and develop internal talent can lead to valuable employees departing the business because they haven’t been afforded opportunities to realise their full potential internally.

 

These considerations highlight the substantial cost of external recruitment. Studies tell us total cost of hiring a new recruit can vary between 33% and 60% of the annual salary, depending on the role, big money in any language!

 

Initiative-taking Talent Insights: A Strategic Advantage

 

In many organisations, gaining a comprehensive understanding of every employee’s latent ability through informal interactions simply isn’t feasible. However, you can acquire deeper insights. You can identify what truly motivates your team members and where their undeveloped potential lies, aligning these insights with your organisational needs.

 

How? By dedicating the same level of strategic focus to understanding your existing workforce as you do to assessing external candidates. High-quality psychometric assessments, such as Great People Inside (GPI), offer a cost-effective, technology-driven solution. They provide a robust dataset on individual strengths, developmental areas, and potential for career progression. This approach moves beyond basic performance metrics, allowing you to uncover hidden talent and ensure you never overlook valuable individuals again.

 

So, the critical question for HR and Operations leaders today is this: Is the ideal candidate for your next key vacancy already in your business? And consider the implications of failing to discover them. The opportunity cost of inaction could be eye watering!

 

Don’t get hidden talent slip through the cracks. Click the LINKS to explore how Great People Inside can help you uncover and develop internal potential:

 

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The DNA of a Top Salesperson: What Truly Drives Sales Success in 2025?

Is Your Sales Team Engine Misfiring?

 

Who doesn’t love the Matildas? After their inspiring run to the semi-finals at the 2023 FIFA Women’s World Cup, they became national heroes, setting unprecedented expectations for consistent top performance.

 

Yet, despite their immense talent and ‘champion’ status, there have been periods since where they haven’t always consistently ‘fired’ at that same peak, reminding us that even the best teams can face challenges in maintaining their highest gear, whether due to squad depth, immense pressure, or evolving competition.

 

This isn’t just a hypothetical scenario; it’s the stark reality for many sales teams across Australia and New Zealand today. As sales leaders, we’re constantly striving for peak performance, yet finding and getting the best from those ‘star’ salespeople seems harder than ever.

 

In a market transformed by rapid digital adoption and evolving customer expectations, the old playbooks simply fall short.

 

The Hidden Drain on Your Bottom Line 

 

For years, we’ve relied on personality tests, intuition, and traditional hiring methods, perhaps repeating the old adage, “If you can sell, you can sell anything.” But the data paints a different, and frankly, concerning picture.

 

Recent analyses suggest that a significant portion of sales professionals across ANZ are consistently falling short of their targets.

 

Consider these contemporary statistics for 2024-2025:

 

  • Budget achievement rates are often hovering below 50% for many Australian sales teams (based on internal market analysis and recent industry reports from Australian sales recruitment firms). This isn’t just a minor blip; it represents a substantial amount of untapped revenue potential.

 

  • While overall employee turnover has seen some shifts, sales roles in Australia continue to experience higher churn than many other departments, with estimates often ranging between 15-25% annually, depending on the industry and company. This constant revolving door is incredibly costly.

 

  • The cost of a bad hire in Australia can be significant, easily reaching tens of thousands of dollars when you factor in recruitment fees, lost productivity, onboarding, training, and the impact on team morale and client relationships. This isn’t just an expense on the books; it’s a direct hit to your profitability.

 

The stark truth is that a significant percentage of individuals in sales roles may lack the inherent attributes to truly excel, or they’re simply misaligned with the specific demands of their role and the dynamic market.

 

This misalignment isn’t just inefficient; it’s a continuous drain on your revenue, your team’s morale, and your strategic growth initiatives.

Precision Talent Engineering for Sales Success

 

So, how do we shift from managing underperformance to cultivating an unstoppable sales force, worthy of a ‘triple-threat’ status? The answer lies in moving beyond guesswork and embracing a contemporary scientific, data-driven approach to talent acquisition and development.

 

Just as we wouldn’t build a new home without solid foundations and blueprints, we shouldn’t build our sales teams without understanding their inherent “sales DNA.” This is where advanced assessment tools become indispensable. By leveraging objective, validated, and reliable methodologies, you can:

 

  1. Identify Core Attributes: Uncover what truly differentiates your top performers. What are their unique behavioural traits, motivators, and cognitive abilities that drive their success?

Local research and global best practices consistently point to traits like conscientiousness, adaptability, emotional intelligence, resilience, advanced reasoning, motivations, and an empathetic, customer-centric approach as critical for today’s top Australian sellers.

 

  1. Benchmark for Excellence: Create a customised job profile benchmark based on your company’s most successful salespeople, not generic industry averages. It’s a frequent, costly error: headhunting a top salesperson from a direct competitor, like bringing a star from Coca-Cola to Pepsi, only to see them fail within months.

This often happens because success isn’t just about product knowledge and sales competencies; it’s profoundly tied to the specific fit with your company’s unique culture, the leadership style of their manager, and the dynamics of their new team and role.

Advanced assessment tools are precisely designed to uncover these critical ‘fit’ factors, ensuring you secure talent that truly thrives within your specific environment. This allows you to understand the specific “work genes” critical to success within your unique culture and market.

 

  1. Predict Performance with Precision: Make recruitment decisions with significantly higher accuracy. By adopting the right assessment tools, Australian businesses can report up to a 3x increase in hiring success for high performers and a substantial reduction in sales department turnover, often exceeding 25%. This directly addresses the exorbitant costs associated with frequent employee churn, wasted training investment, and lost sales from empty seats.

 

  1. Optimise for Modern Selling: In an era where digital tools and hybrid work models are now standard in Australian sales, understanding how candidates adapt to virtual selling environments is crucial. The attributes for traditional face-to-face success don’t always translate, and assessments can highlight those who possess the adaptability and digital fluency required.

 

  1. Develop Targeted Coaching: Pinpoint specific development areas for average and underperforming reps, allowing for tailored coaching that maximises their potential and boosts overall team productivity. Australian companies investing in ongoing sales training consistently report a significant uplift in individual and team sales results.

 

And remember, these days, integrating sales and marketing efforts is no longer optional; it’s essential for competitive advantage in the Australian market.

 

Businesses with closely aligned sales and marketing teams consistently outperform their peers, demonstrating stronger revenue growth and customer retention. The right assessment tools can help identify candidates who are inherently collaborative and understand the importance of this synergy.

 

If you’re content with average sales results, then by all means, maintain the status quo. However, if you are driven to unlock the full potential of your sales team, mitigate the hidden costs of mis-hires, and significantly increase your business performance, it’s time for a strategic shift.

 

Stop relying on ‘gut feel’ and start building your sales team on a foundation of data and science. Talk to Great People Inside today about our award-winning sales assessments, trusted by organisations across Australia. We’re so confident in our approach that we’ll even let you try us fee-free.

 

Click HERE to connect with us and redefine what’s possible for your sales team.