Case Study: Medical Device Manufacturer achieves a 7% sales lift (~$4.5M) and improved hiring & retention with Talogy’s Select SalesPro®

Diagnosing Sales Success in a Medical Device Company

An award-winning, market-leading medical device manufacturer and distributor faced rising turnover among its salespeople and lacked a clear understanding of what motivated and differentiated top performers. Before changing compensation or hiring practices, the company wanted a diagnostic to define a success profile for selecting and retaining effective sales reps.

They administered Select International’s Select SalesPro® to the entire sales force and compared results with supervisor ratings and sales metrics. The assessment identified that top performers take accountability, analyze situations well, manage time, read people, and favor relationship-driven selling motivated by achievement and affiliation (those motivated primarily by money underperformed). Top-third scorers sold 7% more than the bottom third—an uplift that, if achieved by the bottom group, would add over $4.5 million in annual revenue—and the company is using the findings to build HR tools for hiring and retention.