Predicting Sales Performance

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Talent Q’s Dimensions provides a cost-effective way to measure the capability of sales staff, especially when assessing large numbers in revenue-critical roles.

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Predicting Sales Performance

  1. 1. Predicting sales performanceTalent Q’s Dimensions provides cost-effective assessmentHay Group and Talent Q | November 2010 Talent Q assessments Talent Q’s Dimensions provides a cost-effective way to measure were developed by the capability of sales staff, especially when assessing large Roger Holdsworth, numbers in revenue-critical roles. pioneer in work-based psychometric testing. Selecting the best resulting predictions with employees’ actual Two recent studies demonstrate the contribution performance against sales targets. that a carefully chosen personality test can make to the tricky business of predicting performance The test chosen was Dimensions, an online – especially when in-depth assessments of assessment that measures the key, work-related behavior are too difficult or costly to carry out. aspects of personality covered by a range of other personality measures. Participants Talent Q ran assessments with employees undertook a single assessment that explored in sales roles – 60 in telecoms and 29 in a how they approached tasks, how they managed pharmaceutical company – and compared the relationships and what motivated them. Pharmaceutical sales roles: percentage of target achieved Telecoms sales roles: actual sales achieved ($’000s)100 1800 1700 90 1600 80 1500 1400 70 1300 1200 60 1100 50 1000 Lower performers Higher performers Lower performers Higher performers (as predicted by Dimensions assessment) (as predicted by Dimensions assessment) n The pharmaceutical sales professionals who n Predicted higher performers in the telecoms were predicted to be higher performers company sold 11 per cent more than lower achieved 7 per cent higher sales against target. performers and 14 per cent higher than target. With an added value figure ranging from $70k to $170k per employee, set against an assessment cost of under $150, the findings provided reassurance that psychometrics offer a pragmatic and prudent solution.©2010 Hay Group. All rights reserved
  2. 2. Hay Group and Talent Q | November 2010 Supporting every stage of the Personal development – insights about Global agreement individuals’ personalities, strengths and talent lifecycle development needs that inform the best brings two additional assessments to Dimensions works by measuring behavioral development options. Hay Group’s clients: preferences. It explores how individuals approach tasks, how they manage relationships with others Team building – individual and group-based Elements: and what drives them. An individual’s preferences data that illustrate the strengths and weaknesses an ability test that do not guarantee that he or she will behave in a of a team as a whole, pointing to how it can measures numerical, certain way, but they do indicate those behaviors best be developed. logical and verbal that are more comfortable; that an individual is reasoning more likely to demonstrate. Development and coaching of leaders and managers – deep insight into the qualities Dimensions: What sets Dimensions apart is its versatility. that help – and inhibit – leadership growth. a comprehensive A single assessment can generate multiple reports assessment that Comprehensive training needs analysis – for use across all stages of the talent lifecycle: measures most of Dimensions can be used alongside Hay Group’s the key aspects of Recruiting – accurate hiring decisions and classic assessments – leadership styles, team personality covered faster, more efficient recruitment processes. climate, competencies, EI or motives – to give in other tests. an in-depth combination of personality and Identifying high potential – a range of employee behavioral data. data to feed into talent pipeline management. Further information and support For more information about Dimensions and Elements, and their use and applications contact your local Hay Group office or go to: www.atrium.haygroup.com About Hay Group Hay Group is a global management consulting firm that works with leaders to transform strategy into reality. We develop talent, organize people to be more effective and motivate them to perform at their best. Our focus is on making change happen and helping people and organizations realize their potential. We have over 2600 employees working in 85 offices in 49 countries. Our clients are from the private, public and not-for-profit sectors, across every major industry. For more information please contact your local office through www.atrium.haygroup.com.©2010 Hay Group. All rights reserved

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