Case Study: Xerox achieves 22% higher sales performance with CEB Talent Assessment

Xerox - Customer Case Study

Xerox, a global leader in business process and document management with about 140,000 employees, used a Lean Six Sigma review to identify gaps in its hiring process. The talent acquisition team needed a more consistent, efficient recruiting approach that would reduce inefficiencies, attract stronger candidates, build bench strength, and — critically — demonstrate whether pre‑employment assessments actually predicted field sales performance.

Xerox partnered with CEB (formerly SHL) to conduct a job analysis, survey the field sales organization and map key competencies (sales potential, customer focus, persistence, professional potential) to assessment measures using three years of percent‑of‑plan sales data. Results showed high scorers produced 22% higher percent‑of‑plan sales year‑to‑date (15% over three years), were over three times likelier to be “fast starters,” and twice as likely to be rated a strong job fit/definite re‑hire; business units have since used the findings to target development and improve hiring.

Xerox

Martin Spokony

Talent Acquisition Recruiting Manager