A leading global provider of enterprise software and information solutions sought to add more objectivity and rigor to hiring for sales-related positions. Logi-Serve’s Sales and Service Assessment identified high performers in both lead generation and enterprise sales roles, providing over $2 Million in financial benefit.Customer
The client is a leading global provider of enterprise software and information solutions for government contractors, professional services firms and other project-based businesses.Challenge
Our client sought to add more objectivity to their hiring process for sales positions. Their goal was to use a more science-based method to improve the quality of hire, increasing sales and improving efficiency.Solution
Logi-Serve’s well-validated Sales and Service Assessment met their criteria for objectivity and scientific rigor. Using detailed information about the five sales roles, Logi-Serve aligned the roles neatly into two distinct job families. Logi-Serve implemented our Service and Sales Assessment for the two job families and created a distinct benchmark for each job family using the competency profiles of the client’s top-performing incumbent employees.Results
Sales professionals in each job family who scored high on the Logi-Serve Assessment out-performed their peers. This was true for those responsible for lead generation, as well as those responsible for closing deals. The estimated annual value of identifying high performers was over $2 Million.