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Consulting Case Study: Sales Revenue

pan implemented a pre-employment assessment strategy for the Account Executive sales role at a leading U.S. search and recruitment firm.  The goal of this project was to increase quality of hire and impact critical sales metrics.  The strategy was developed based on a thorough job analysis of the Account Executive role, from which a test battery including a biodata assessment and personality questionnaire was implemented.

A validation study was conducted involving the administration of the web-based test battery to 200 incumbent Account Executives, along with the collection of supervisory job performance ratings and sales metrics.  The results of the study demonstrated linkages between assessment scores and both on-the-job performance ratings and sales metrics.  pan found that Account Executives who scored in the top third on the assessment produced $50,000 more annual sales revenue than Account Executives who scored in the bottom third on the assessment, which is a 37% difference.  The test battery assessment did not exhibit adverse impact based on ethnicity or gender in the research sample.