How to Hire Top-Performing Salespeople in an Evolving Sales Environment

Tuesday, October 17, 2017 2:00pm - 3:00pm EDT

Host: Association for Talent Development
By: Jacque Casoni, Director, Account Management, Caliper and Thomas Schoenfelder, PhD., Senior Vice President, Research and Development, Caliper

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The rapidly evolving world of sales is causing significant changes in how companies hire and train their sales force. Because today’s buyers are much more aware of features, benefits, and alternative offerings, salespeople must now add value by conveying much deeper knowledge of the client organization’s needs and provide real return on investment.

HR and talent management professionals are tasked with understanding this business shift as they look to bring salespeople on board who will remain engaged, loyal, and ultimately successful in taking companies to the next level.

Research into sales performance over the past 15 years clearly demonstrates one thing: The business world must expand the traditional hunter/farmer conception of sales to more closely align with how customers buy in today’s complex environment.

This webcast will reveal:

  • the changing business environment and how it affects the sales profession
  • six successful sales job models that are applicable in today's changing environment
  • how to leverage this information to better hire and train sales professionals at your organization.


Please register above to view this Webinar.


Jacque  Casoni
Jacque Casoni

Director, Account Management, Caliper

Jacque is a senior business development executive who is continuously involved in defining and implementing organizational efforts for some of Caliper’s largest clients in many different industries, both regionally and globally. In her role at Caliper, Jacque is responsible for ensuring that clients meet their goals, and she oversees projects related to job analyses, validation studies, 360 and coaching initiatives, learning and development programs, the selection of top performers, team development, and leadership development. Her ultimate objective is to guarantee the achievement of successful outcomes and return on investment for her clients.

She has worked in many different sectors including insurance, consulting services, retail, pharmaceutical, and consumer products, and her current and past clients include Avis Budget Group, Johnson & Johnson, Estée Lauder, and Unum. She has also worked with numerous regional and global midsized businesses. Jacque received a bachelor of arts degree in communications and business from Pennsylvania State University. She is a member of the Society for Human Resource Management and the Tri-State Human Resources Group.

Thomas Schoenfelder, PhD.
Thomas Schoenfelder, PhD.

Senior Vice President, Research and Development, Caliper

Tom Schoenfelder leads a team of industrial and organizational psychologists, psychometricians, statisticians, and product development professionals to develop, deliver, and monitor all of Caliper’s research-based products, services, and processes. Thomas offers 20 years of experience in managing high-impact performance improvement initiatives, providing organizational diagnostics, assessment design, solution implementation, and evaluation. Leveraging his expertise in psychometrics, applied research design, competency modeling, and organization development, he has significantly affected the performance of many companies, such as Prudential Insurance, John Hancock Financial, Principal Financial Group, BNY Mellon, GEICO Insurance, Caterpillar, SAP, Kohler, International Paper, Avis Budget Group, and Abbott Labs.

Thomas holds a PhD in industrial and organizational (I/O) psychology from Temple University. He has written articles and has spoken at numerous scientific and professional conferences on various psychometric, organization development, and I/O-related topics. He is a member of the American Psychological Association, The Society of Industrial/Organizational Psychology, and The International Society for Performance Improvement.