Case Study: Installation and Repair Service Provider achieves higher revenue-per-day (projected $4.8M/year) with Criteria Corp's SalesAP

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

A leading internet domain registrar and web hosting company wanted to boost sales productivity in its call centers and evaluate whether a data-driven, pre-hire sales personality screen would increase Revenue-Per-Day (RPD) for its sales consultants.

The company administered Criteria’s Sales Achievement Predictor (SalesAP) to its sales staff and compared scores to 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” reps. Average RPDs were $551 (Not Recommended), $602 (Recommended), and $691 (Highly Recommended), and hiring only Recommended/Highly Recommended candidates could boost annual sales for the 750-person call center by about $4.8 million.