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Case Study: Success Patterns & Effects on Sales Production

This division of a publicly traded company provides employee benefits insurance products. They began using the Profile XT® job fit assessment (PXT) approximately 18 months ago.

Using complete 2006 sales data for those assessed, the following effects were observed:
♦ For salespeople who matched their PXT success pattern at 80% and above, average annual sales per salesperson were $1,375,700.
♦ For salespeople who matched the pattern at less than 80%, average annual sales were
$885,100.
♦ Since territories and opportunities for revenue vary widely, the company’s primary measurement of sales success is
sales dollars compared to goal. These figures were equally compelling, with the 80%+ group averaging 107% of their goal, while
the <80% group averaged only 82% of goal.

Additional sales-related data, routinely tracked in sales management, all showed the same relationships:
♦ Average number of cases sold was 61% higher in the 80%+ match group.
♦ Quote activity was 33% higher in the 80%+ match group.
♦ Quote closes were 63% higher in the 80%+ match group.
♦ The close ratio was 30% higher in the 80%+ match group.

Stated simply, the group matching the pattern at 80% and above sold
more by quoting more and closing more of what they quoted!

Potential improvement in the company’s bottom line is obvious: Given an average of 120 sales reps in the entire system, and
roughly 32% of those matching at less than 80%, the nearly $500,000 difference in performance adds up to loss of potential annual sales of over
$18,000,000!

If the bottom 1/3 of the sales force were, over time, replaced entirely with salespeople who matched
the success pattern at 80% or higher, the calculated revenue increase could reasonably be expected to materialize.

Since the overall annual cost of this program is $54,000, the potential sales return on investment is a staggering 33,000%!

Reprinted from:
Peformance Advantage Volume 5, Issue 3 Page 3

ProfileXTSales®

ProfileXTSales® is a "Total Person" assessment that is used for selection, development, training, promotion and managing people with an innate talent for selling.

Job Matching for Better Sales Performance

Harvard Business Review published the results of a study of 360,000 employed people. The study’s goal was to evaluate the effectiveness and validity of traditional hiring practices.

The study revealed: Men and women performed at the same level. A person’s age had nothing to do with their ability to perform. Ethnic background had no bearing on their job performance.

“It is not experience that counts, or college degrees or other accepted factors – success hinges on fit with the job.”

“Job Matching for Better Sales Performance,”
Harvard Business Review, Vol. 58, No. 5

Top salespeople have special personality attributes.

ProfileXTSales® is the most technologically advanced, state-of-the-art system available today for predicting job performance in a given sales position.

The Total Person

Thinking Style
  • Learning Index
  • Verbal Skill
  • Verbal Reasoning
  • Numerical Ability
  • Numerical Reasoning
    • Behavioral Traits
  • Energy Level
  • Assertiveness
  • Sociability
  • Manageability
  • Attitude
  • Decisiveness
  • Accomodating
  • Independence
  • Objective Judgment
    • Occupational Interests
  • Enterprising
  • Financial / Administrative
  • People Service
  • Technical
  • Mechanical
  • Creative

    • reports provided
    Reports
  • Sales Placement Report
  • Sales Management Report
  • Individual Report
  • Succession Planning Report
  • Candidate Matching Report
  • Job Analysis Report
  • Summary Report
  • Graph Report


    • sample reports

    Click the links below to view reports:

  • ProfileXTSales
  • ProfilesXTSales
  • ProfileXT® Candidate Match Report
  • ProfileXT® Individual Report
  • ProfileXT® Succession Report
  • ProfileXT® Job Analysis Report
  • ProfileXT® Profile Summary Report
  • ProfileXT® Graph Report
    • job matching

    Job Matching or Job Fit

    The most valuable feature of ProfileXT® is its job match function. This refers to the ProfileXT®’s ability to analyze a person’s job-related attributes and compare them to the qualities required to perform successfully in a particular job.

    customizable
    Customized Job Match Patterns

    Job match patterns assure job fit. You can easily identify the people who fit the positions you are filling. You will promote and hire people who meet and exceed your expectations. Your customized job match patterns will also help you design training programs that produce the performance results you want.

    Customized Job Match Patterns for:
  • Your Company
  • Your Specific Needs
  • Your Location
  • Your Management Style
  • Your Corporate Culture
  • Your Department


    • easy to use

  • Available Online
  • Self-administered
  • Time to Take is less than 60 min.
  • No test administrator or proctor needed.
  • Internet and/or pencil and paper administration.
  • Scored immediately via the internet.
  • ProfileXT® reports are self-explanatory.
  • Graphical Report Scales are normalized.
  • Affordably Priced
  • No extra cost for supplemental reports.

    • ProfileXT® is valid for today's workforce

    Fully Compliant
  • Satisfies all requirements of the EEOC, ADA, DOL and Civil Rights Act.

  • ProfileXT® was designed and developed to be specifically job-related and has been validated in accordance with American Psychological Association standards.

  • Validation Studies are ongoing to ensure continued accuracy.

  • ProfileXT® is validated to be age-blind, gender-blind, and ethnicity-blind. It measures only those factors relevant to selecting the best people to fit the requirements of specific jobs.

    • Learn about our other assessment products.

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