Case Study: Web hosting company increases revenue-per-day (projected $4.8M/yr) with Criteria Corp's Sales Achievement Predictor (SalesAP)

Call Center Uses the SalesAP to Increase Revenue-Per-Day

A leading internet domain registrar and web hosting company with more than 5,000 employees wanted to boost sales productivity in its call centers by adopting more data-driven hiring. The specific challenge was to determine whether a pre-hire sales personality test could predict higher revenue-per-day for sales consultants.

The company administered Criteria’s Sales Achievement Predictor (SalesAP) to its sales consultants and compared scores (Highly Recommended / Recommended / Not Recommended) to revenue-per-day (RPD). SalesAP scores were significantly correlated with RPD (r = 0.22, p < 0.01): Recommended reps earned 9% more and Highly Recommended reps earned 25% more than Not Recommended ($602 and $691 vs. $551 RPD), and the firm estimated that hiring only Recommended or Highly Recommended candidates could raise annual sales by about $4.8 million for its 750-person call center.