Case Study: Leading Insurance Company achieves 47% increase in hiring top sales performers with SHL

Insurance company sees a 47% increase in hiring top sales performers through state-of-the-art situational judgment tests

Leading Insurance Company was struggling with a costly, inconsistent hiring process for sales roles that relied on time-consuming on-site interviews and one-size-fits-all behavioral assessments. To predict sales success more reliably and scale their talent acquisition, they engaged SHL to deploy Sales Situational Judgment Tests (SJT) and Analytical Ability assessments as part of a modern, validated selection approach.

SHL calibrated the SJT and analytical tests against veteran sales performers, used regression and cross-validation to build a predictive algorithm, and delivered a cloud-based, on-demand testing solution with automated proctoring and ATS integration. The SHL solution drove a 47% increase in hiring top sales performers, a 22% reduction in poor hires, a 35% boost in recruiting efficiency, and enabled the processing of over 2,000 applicants.