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.

1. Predicting sales performance
Talent Q’s Dimensions provides cost-effective assessment
Hay 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. 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