Hire the right sales talent.
First time. Every time.
Hiring the right sales talent is key to success. Businesses get this wrong 50%* of the time.
IPX innovated a a smarter solution: Sales Metric™.
Sales Metric™ is a proprietary algorithm that predicts success. It compares your candidate to a universe of great sales people out there in the real world, rather than only in-house. This validation changes the market standard for both sales recruitment and in-house performance management.
* IPX survey of 150 hiring managers
How it works
The ability to find the right talent for your business is here. IPX Sales Metric™ supports organisations, measuring & improving candidates' abilities against a universe of best practices - validating against real world outcomes & offering a complete picture of sales competencies. Tracking candidates when in-role shows direct correlation between assessment score and success.
The candidate is sent a password-protected link to the IPX Sales Metric™. 26 questions / 11 sections / 96 data points per candidate. Completion takes on average 45-60 minutes.
The results are submitted and benchmarked against the entire IPX dataset. The ensuing report shows how the candidate has performed versus 5 key sales metrics - we call them 5 Pillars.
Revealed and visualised competencies are supplemented by a training/development personal roadmap
IPX takes no account of race, gender, age,
sexual orientation, social background or disability
Improve a Broken Process
Current processes lead directly to a 50% failure rate in hiring salespeople.
What does this cost your business?
Achieve an 85%+ success rate – a step change
in improving your company’s sales hiring decisions
Five Pillars™
Decades of research, thousands of interviews, and hundreds of formal one-to-ones reveal outstanding salespeople have universal skills and qualities - we call them '5 Pillars™'. Organisations that build-out their sales function around 5 Pillars™ improve results by using previously unknown data for salesperson training & development - and experience a vast improvement when hiring.
5 Pillars™ is benchmarked
against real-world outcomes. Not 'gamed' - we contacted managers about their salespeople after
six
and twelve months in-role to reveal actual versus expected success.
IPX Sales Metric™ accurately predicted this
result.
What could that be worth to your business?
B2B sales skills
Research. Prepare. Engage. Orchestrate. Present to C-Suite...Close! Are your people equipped? From FMCG to high-level, long sales-cycle, political selling, IPX Sales Metric™ unerringly identifies the skill levels needed to succeed when selling to businesses.
Professionalism
Salespeople manifest their employer’s values. Objectively, how well do they do this? The best of the best take this to heart; IPX Sales Metric™ objectively measures it.
Motivation levels
High levels of motivation are essential: to get going on Monday morning, and to make that last sales call on Friday evening. How do your salespeople compare? Are they happy & motivated? Do they need real help or just a supportive chat?
Level of formal sales training
Mentored, course based or self-taught... knowing the basics gives structure to each sales call and ensures ‘objectives’ are not lost to mere ‘activity’.
Conceptual sales skills
Understanding problems and selling relative value is key. IPX Sales Metric™ gives your people the opportunity to demonstrate their abilities in this key area of sales competence.
Research. Prepare. Engage. Orchestrate. Present to C-Suite...Close! Are your people equipped? From FMCG to high-level, long sales-cycle, political selling, IPX Sales Metric™ unerringly identifies the skill levels needed to succeed when selling to businesses.
Salespeople manifest their employer’s values. Objectively, how well do they do this? The best of the best take this to heart; IPX Sales Metric™ objectively measures it.
High levels of motivation are essential: to get going on Monday morning, and to make that last sales call on Friday evening. How do your salespeople compare? Are they happy & motivated? Do they need real help or just a supportive chat?
Mentored, course based or self-taught... knowing the basics gives structure to each sales call and ensures ‘objectives’ are not lost to mere ‘activity’.
Understanding problems and selling relative value is key. IPX Sales Metric™ gives your people the opportunity to demonstrate their abilities in this key area of sales competence.
Call or email for a copy of our brochure
IPX Sales Metric™ drives business growth
Reduce cost per hire
The current process may use psychometric testing, which results in huge additional operating costs and lost profits due to the 50% failure rate.
Leveraging machine-learning technology, IPX Sales Metric™ helps talent acquisition become seamless & stressless, enabling you to make the right hire first time.
Accurate assessment of sales
Psychometric tests only assess personality type and general aptitude.
A proprietary algorithm that provides an objective assessment of competency versus 5 Pillars™ and quantifies the likely success of sales hires.
Benchmarked against the best in the world
Psychometric testing only benchmarks against internal client populations.
Hiring only above the IPX Sales Metric™ benchmark allows you to build-out a truly world-class sales function.
Promotes diversity in the workplace
Psychometric tests cannot remove all bias when hiring.
Our proprietary technology takes no account of race, gender, age, sexual orientation, social status, or disability.
Identifies development and training opportunities
Psychometric testing can only identify generalized aptitude strengths and weaknesses.
IPX Sales metric™ offers unique insights into competencies tailored to salespeople, based on real-world results
How We Evolved / Our Story
IPX is the tale of two brothers, Paul and Chris Jackson. One is a lifelong tech sales professional, in charge of teams big and small; the other, a Cambridge University-educated doctor of biochemistry and a career academic. Between them they had the skills and experience to create a highly unusual product, something that could ‘crack the code’: how to predict a salesperson’s success BEFORE hiring.
They created a recruitment company specialising in mid- to senior tech & IT sales roles. The company assessed people from many sales backgrounds - pharmaceutical, FMCG, export, biotech, freight/logistics, manufacturing, control systems and introduced them to tech companies. They believed that such salespeople could talk to tech company clients in the language of their own industry, rather than using impenetrable ‘techtalk’ jargon.
With hundreds of people responding to each advert placed, they needed a system to differentiate between candidates, so invented a standardised questionnaire. This was divided into sections reflecting important sales competencies and a ‘key metric’ weighted scoring system used for each answer. These questions and scoring system are the basis of the algorithm behind Sales Metric™ today.
Our Team
Paul Jackson
Founder and CEO
“I absolutely love sales, and salespeople. I have personally landed $multi-million, multi-year contracts with AIG, Allianz, BBC, BT, Marks & Spencer, Thomas Cook, QBE and Zurich among many others. I have managed teams of 6 and of 140 people at Director level... and could not tell who was going to perform at interview! About half the time I got it wrong, and I bet you do too. I helped create Sales Metric™ to fix this seemingly intractable problem.”
Mark Rolfe
Chief Revenue Officer
“I have a different passion – travel. I am an entrepreneur, with more than twenty years’ experience of leading and growing a successful luxury brand. I have a single-minded belief in the value of exceptional service by ensuring that the product exceeds expectations and drives advocacy. Growth through creating excellent marketing collateral and understanding a customer’s personal and corporate drivers is my thing.“
Dr Christopher Langdale Jackson
Chief Science Consultant
"I collaborated to create a complex model using data from a large number of salespeople. I am trained to find patterns in large sets of information, comparing and finessing outputs to detect significant findings. And I like a good pub with great beer.”
Jo Simmonds
Chief Marketing Officer
“My goals have always been the same: Have fun, do excellent work, find a genuine customer pain point and build the best product around this. I've been lucky enough to work with many iconic brands, but you don’t have to be a big company to have a big impact. IPX Sales Metric™ has huge potential to disrupt the recruitment process.”
Kate Ford
Manager, Customer Outreach
“My role is to contact new clients to help them understand the power of IPX, then introduce them to our management team. I’ve had a variety of jobs from being a mother of two to founding a commercial gardening business, so I have the empathy and drive to see things through – and grow!”
Judith Anne Dennett
Company Secretary
“It was my privilege to be an Intensive Care nurse, so not many things in business can stress me out. In fact, my job is to keep the rest of the staff in check! I keep an eye out for things like too many free assessments being handed out, among my more formal responsibilities.”
First Recovery Ltd
…is the parent company of IPX, holding a 100% share in the business. Based in the City of London and Pangbourne, Berks, the business is UK-based, privately-owned, was founded 18 years ago and is authorised and regulated by the FCA (No 564144).