Case Study: DocuSign achieves 21% higher quota attainment and scalable hiring with The Predictive Index

DocuSign sees sales performance surge with streamlined recruiting process

DocuSign, the industry standard for trusted digital transactions, was growing rapidly in 2015—planning to scale from 700 to 2,500 employees—and faced high attrition and largely gut-driven hiring. Senior Director of Recruiting Susan Ross introduced The Predictive Index’s Behavioral Assessment, along with PI Job Assessments and PI Interview Guides, to bring scientific objectivity to hiring, beginning with critical Account Executive roles.

Using The Predictive Index, DocuSign distributed 900 behavioral assessments in one year and hired 250 sales executives, then ran a validity study on 50+ salespeople that found an “Informal Interaction Style” (high Extraversion, low Formality) explained about 21% of quota attainment; each 1‑sigma increase in the Extraversion–Formality gap predicted a 13% rise in quota achievement (e.g., 106% vs. 203% of quota). The Predictive Index–driven process reduced attrition, boosted sales performance, and supported DocuSign’s successful growth from 700 to 2,500 employees in under three years.

DocuSign

Susan Ross

Director of Recruiting