Increase Sales
Pre-employment tests that identify top sales performers

Success Stories
Case Study 2: Corporate

Positive Hand imagespacer  imagepeople success logo

"
Increase-Sales Success Stories"

SME Case Studies | Corporate Case Studies | International/PLC Case Studies

Successes Image

SalesMax Case Study – Technology Co. (Corporate)

Summary:
The data from this study shows that Technology Co. sales professionals who score in the BETTER / BEST range on the SalesMax Index achieve better overall sales performance:

  • Candidates who scored BETTER / BEST averaged TWICE as much gross sales profit as candidates who scored AVOID / OK / GOOD.
  • Candidates who scored BETTER / BEST achieved 10% higher sales targets that candidates who scored AVOID / OK / GOOD.

Case Study

The purpose of this study was to test the predictive ability of SalesMax in Technology Co., which is a company involved in relationship-based sales on large-scale technology implementations. A total of 55 individuals who were hired using the SalesMax survey were included in the sample. Data was collected on objective sales performance (gross profit and sales targets).

Confirmation of the predictive power of the SalesMax Sales Personality Index
To demonstrate the predictive ability of the Sales Personality Index, the relationship between gross profit sales performance and the survey results was investigated.

Gross Profit

Sales people who scored in the BETTER / BEST categories averaged twice as much in gross profit sales as those who scored in the AVOID / OKAY / GOOD ranges. (£52k vs. £108k)

personality/sales graph

Gross Profit per day

Sales people who scored in the BETTER / BEST ranges averaged virtually twice as much in gross profit sales as those who scored in the AVOID / OK / GOOD ranges. (£401 vs. £708)

personality/sales graph

Percent of Sales Target

While the average percentage of Sales Target met for the whole sample was 60%, sales people who scored in the BETTER / BEST ranges had a higher percent of goal than those who scored in the AVOID / OK / GOOD ranges. (53% vs. 63%)

personality/sales graph

*For further information please click here

Partial User List

A. B. Dick Company
Aegis Wholesale
American Cancer Society
American Heart Association
AmeriGas
Belo Corp.
Big Chief, Inc.
Blankenship & Seay Consulting Group
Charter One Mortgage
CheckTronic
Coastal Mortgage
Coastline FCU
ConAgra Foods
Contech Construction Products
Corner Bakery Cafe
Culligan Water Conditioning
Cybershield
Dalworth
DataDome
DataSweep
DentalEZ Group
Elk Corporation
EQUIFAX
Equity One, Inc.
FAMC
Farm Bureau Insurance
Featherlite
Federal Funding
First Franklin Financial
First Franklin Mortgage
Fleetwood Enterprises
Fujitsu Consulting
GMAC Mortgage
HomeBanc Mortgage Corporation
Jones Blair Company
Knight Ridder Newspapers - San Luis Obispo
Marsh
Morgan Stanley
Mutual of Omaha Employee Benefits
Mutual of Omaha Insurance Company
National City Bank
National City Mortgage Company
Patterson Dental
Paypro Corp.
Regions Mortgage
Schneider National
Software Spectrum
Spherion Staffing Group
Spherion Technology Group
SunTrust Mortgage

Site built using validated XHTML