Case Study: California-Based Receivables Management Company achieves higher revenue per employee and reduced turnover with Criteria Corp’s SalesAP and CBST

SalesAP and CBST Predict Success For Collections Agents

A California-based receivables management company of about 400 employees wanted to improve the accuracy of its hiring for accounts receivable specialists to boost productivity and reduce turnover.

The company began administering the Sales Achievement Predictor (SalesAP) and the Criteria Basic Skills Test (CBST) to new hires and compared scores with on-the-job revenue for roughly 150 employees. SalesAP showed inverse correlations for traits like diplomacy (–.32) and team player (–.27), while CBST scores correlated positively with revenue (.37); employees with top CBST scores generated about 53% more monthly revenue (Low $9,325 → Excellent $14,235). Using both assessments improved revenue per employee, lowered turnover, and made training more efficient.