A Phoenix, Arizona branch of a national health care company had found itself in a costly, no-win situation. Faced with an over 100% turnover rate within its sales force and ever decreasing sales, it was forced to relocate one of the top Sales Directors in the company in hopes of solving the problem. But after many long hours of hiring, training and hand-holding, the Sales Director realized he was not going to get the desired results from his usual methods. He turned to HireSmart to discuss the benefits of a Sales Talent Selection System.
The project began with a benchmarking study that identified the key characteristics of 11 top sales performers. New sales candidates were given assessments of cognitive ability, interests/passions and personality to determine their degree of fit with the company’s high sales performer models. Applying the overall job suitability score of 85% or higher increased the accuracy of hiring decisions. As the project progressed, sales performance data and turnover data were reviewed every six months to improve the quality of the high performer models resulting in more accurate talent selections and turnover predictions.
Think about how the business outcomes listed above would impact the bottom-line. Contact us today to start the conversation.