Case Study: Large North American Business Solutions Division Company achieves 25% higher sales and a potential $37M annual revenue gain with Talogy's Select SalesPro®

Getting on the Right Track by Selecting Top Sales Talent

A national office-supply retailer with more than 1,200 stores and a large North American Business Solutions Division struggled to consistently hire top B2B sales talent because managers used different, unstructured hiring practices and relied on “gut instinct.” In 2007 the company partnered with Select International to design and validate a standardized selection process, pilot it in one region, and then roll it out nationally.

The solution combined a telephone pre-screen, the Select SalesPro® assessment, and a panel interview with a custom sales role play; all tools were validated and a statistical study showed a strong correlation between assessment scores and job performance. Salespeople who met the assessment profile sold over 25% more than those who didn’t—translating to an estimated $37 million in potential annual revenue if lower-performing sellers were replaced—and the process was rolled out across the division in 2009.