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Consulting Case Study: Breadth of Sales

pan partnered with a top food distributor to provide a new tool for identifying successful Sales Representatives from their candidate pool.  A web-based personality assessment was implemented based on job analysis results indicating that traits such as initiative, resilience, and relationship building were critical drivers of sales success.

Personality assessment scores were linked to both supervisory job performance ratings and key sales metrics in a validation study involving 268 current Sales Representatives.  The assessment successfully predicted on-the-job performance as indicated by supervisory evaluations (e.g., low scorers were identified as “weak” performers; high scorers were identified as “strong” performers).  In terms of key sales metrics, Sales Representatives scoring in the top third on the assessment sold an average of 15 more product lines per customer than Sales Representatives scoring in the bottom third on the assessment.  The personality assessment did not exhibit adverse impact on ethnicity or gender in the research sample.