| Staffing Agency A Case Study from the Max Impact Family |
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Duplicating Sales Leaders
A top salesperson at any company is pretty easy to spot by her healthy sales earnings. Less easy to identify
is the great candidate for your particular sales opening. Even if she demonstrates a successful record at her
current company, does this mean she will be just as productive in your organization? Not necessarily;
organizations can differ significantly in size, mission, and products sold.
One staffing organization located in the Midwest wanted to enhance sales productivity. It found a customized
solution using the Profiles Sales Indicator™.
Method
First, the organization looked at the sales totals of 13 recruiters. Using these totals, the company classified six
of the 13 as top performers, with average sales earnings of $107,011. It classified seven of the 13 as bottom
performers, with average sales earnings of $40,977.
Then, using this sample of recruiters and the Profiles Sales Indicator™, the employer developed a Job Match Pattern describing the qualities of the existing top performers
for the recruiter position. The 13 recruiters were then matched to this pattern. A Job Match Percent of 79 best identified the top performing employees. The employer
selected this as a benchmark, meaning that 79 percent or higher should identify a top performer.
Of the 13 recruiters, six obtained a Job Match Percentage of 79 percent or greater. Five of the six, or 83 percent, were top performers. Additionally, five of the six
registered above the 79 percent benchmark. One of the seven bottom performers (14 percent) achieved the same mark.
Results
A detailed examination revealed that the average sales generated by recruiters in line with the Job Match Pattern at 79 percent or higher was $97,730. Meanwhile, those who
did not match the pattern at 79 percent showed averages sales of $48,932.14, a difference of almost $50,000.
The Profiles Sales Indicator™ helped this staffing organization successfully identify 83 percent of its recruiters as top performers. The employer is positioned to better
select employees that are likely to succeed, earning more now and in the future. The company now uses this pattern as the benchmark to predict recruiter performance.
Contact us to learn how to duplicate this success story in your organization.
Source: Profiles International
A top salesperson at any company is pretty easy to spot by her healthy sales earnings. Less easy to identify
is the great candidate for your particular sales opening. Even if she demonstrates a successful record at her
current company, does this mean she will be just as productive in your organization? Not necessarily;
organizations can differ significantly in size, mission, and products sold.
One staffing organization located in the Midwest wanted to enhance sales productivity. It found a customized
solution using the Profiles Sales Indicator™.
Method
First, the organization looked at the sales totals of 13 recruiters. Using these totals, the company classified six
of the 13 as top performers, with average sales earnings of $107,011. It classified seven of the 13 as bottom
performers, with average sales earnings of $40,977.
Then, using this sample of recruiters and the Profiles Sales Indicator™, the employer developed a Job Match Pattern describing the qualities of the existing top performers
for the recruiter position. The 13 recruiters were then matched to this pattern. A Job Match Percent of 79 best identified the top performing employees. The employer
selected this as a benchmark, meaning that 79 percent or higher should identify a top performer.
Of the 13 recruiters, six obtained a Job Match Percentage of 79 percent or greater. Five of the six, or 83 percent, were top performers. Additionally, five of the six
registered above the 79 percent benchmark. One of the seven bottom performers (14 percent) achieved the same mark.
Results
A detailed examination revealed that the average sales generated by recruiters in line with the Job Match Pattern at 79 percent or higher was $97,730. Meanwhile, those who
did not match the pattern at 79 percent showed averages sales of $48,932.14, a difference of almost $50,000.
The Profiles Sales Indicator™ helped this staffing organization successfully identify 83 percent of its recruiters as top performers. The employer is positioned to better
select employees that are likely to succeed, earning more now and in the future. The company now uses this pattern as the benchmark to predict recruiter performance.
Contact us to learn how to duplicate this success story in your organization.
Source: Profiles International
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