Case Study: Marlin Leasing reduces staff turnover with Talogy

Identify who has the right qualities and skills to succeed

Marlin Leasing, a US provider of commercial financing and depository products, needed to rapidly build its sales team after the financial crisis but faced severe turnover in its inside sales roles. After hiring 60–70 reps in a short period, nearly half left or were released within a year, and the company needed help improving retention and productivity. Talogy was brought in to identify the traits and skills of successful sales reps using the Caliper Profile assessment.

Talogy used the Caliper Profile results from Marlin Leasing’s top employees to create a model for successful hires, support coaching, and guide the launch of a six-week “Marlin Academy” training program. With this approach, Marlin Leasing reduced turnover from nearly 50% to 16%, hired 62 people with only 10 departures, and achieved 84% retention. The company also reported higher productivity, lower cost of sales, increased profits, and a more predictable hiring model.

Marlin Leasing​

Ed Siciliano

Chief Sales Officer