Customer Story:

Sales Excellence Through Selection: $1M Revenue Boost Per Top Performer

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How Better Hiring Transformed Manufacturing Sales

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Challenge:

The company faced retention and performance issues for front-line and branch manager sales roles, with lagging year-over-year sales metrics across several regions. Lack of hiring standards, inefficient hiring process, and inconsistent quality of hire for sales roles across US regions.

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Solution:

Developed custom assessment solution battery based on job analysis and competency modeling for sales positions including behavioral, cognitive, and culture fit assessment. Created selection tools aligned with incumbent sales professional performance ratings and metrics.

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Outcome:

High performers identified by assessment sold 3 more maintenance contracts annually (+34%) and generated $1 million more in equipment upgrades (+105%) compared to low assessment scorers. The assessment battery successfully predicted both sales conversion and total revenue generation.

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• $1M more in annual equipment upgrade sales (+105%) generated by high-performing sales hires.

• 34% increase in number of annual maintenance contract sales among top assessment scorers.

• Assessment accurately predicted sales conversion rates and total revenue generation.