Using Assessments to Identify High Performers
Elkjøp Nordic must ensure it recruits the very best sales staff to meet and exceed its store revenue targets. As such, it must identify those candidates with the highest sales potential. A business impact study, carried out with Aon, pinpointed its highest sales performers’ characteristics and abilities and the company can now use this information in its recruitment process.
The study also showed evidence that the highest scorers contribute 50% more to store revenue than the average scorers. Similarly, those who score lowest in the assessments contribute 58% less sales revenue than the average scoring salesperson. As a business hiring 2,000 salespeople each year, the financial benefit of recruiting only the best candidates is approximately €14.8m.
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