Finding out what leads to sales success and designing a new hiring process in a technology business
By using a sales-related personality questionnaire and a customized management interview, new sales hires are now selected based on their fit with the five validated internal core sales behaviors.
A business impact study carried out with a technology company showed that those who have a good fit with the core behaviors generate 36% more revenue than those with a poor fit. They also contribute 42% more profit.
This change in the selection process has led to an increase in sales revenue and profit, as well as an improved candidate and hiring manager experience.
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