Case Study: a global healthcare manufacturer achieves better sales performance and quota attainment with Hogan Assessments

Global Healthcare Manufacturer - Customer Case Study

Hogan Assessments worked with a global healthcare manufacturer and distributor that needed a better way to identify sales representatives who would succeed and consistently meet quota. The company wanted to understand which traits were linked to stronger sales performance so it could improve hiring decisions for its sales team.

Using multiple Hogan assessments, Hogan Assessments built a custom profile of high-performing sales reps, highlighting qualities such as being hardworking, results-oriented, objective, practical, and innovative. Two years after implementation, the profile was shown to improve hiring outcomes: the company was three times more likely to identify reps with higher supervisor performance ratings and twice as likely to identify reps who met sales quota objectives, indicating a measurable boost in sales hiring effectiveness and potential profitability.