Can you build a sales force made only of Top Performers?

Can your sales and support people quickly and accurately create a match of your target market and customer's needs with what you offer?

Quickly qualify for "worth of continuing" the sales dialog?

Quickly define the people, budget and process needed to make the sale?

Here's how one company accomplished that for an astounding increase in sales and profits.


I can not reveal the company's name because they are in a very competitive industry but one large travel agency increased sales and profits by deploying a very unique assessment tool that measures their team members, answers those questions and shows them how to hire folks who can achieve those results.

Thanks to this new technology, this travel agency has seen significant shifts in how they do business, knowing who their target customer really is, and how to maximize the per contact hit rate and $ value of each sale.

These changes resulted from revealing, defining and understanding which traits and characteristics matter most in success as a sales and trip advisor agent in their travel agent business

Here's what they did:

Study 1: Identify and Understand Performance Issues

The travel agency's first study covered a period of nine months. Its intent was to identify trends based on performance data and the relationship of the trends to the overall job match percentage as part of their program with the ProfileXT® assessment tool. The study included 153 sales agents who had finished a trial employment period.

Using a traits/behaviors job match pattern, not a personality pattern developed with the ProfileXT®, the travel agency decided that 76 percent represented a good overall job match score.


To arrive at the score, the agency chose top performers based on their weekly sales average. Ten of these top-ranked employees averaged 76 percent on overall job match, or competencies that travel agency managers wanted to see. Ten bottom performers averaged 69 percent. Sales for top performers averaged five times greater than for bottom performers.

What they found: Profit-performance- Revalations:

• The top 10 sales agents' weekly sales average was $2,648
• The bottom 10 sales agents' weekly average was $482
• The difference between the two averages is $2,166 weekly.
• For every dollar a bottom performer earned, a top performer earned $5.50.
• Using the overall match on the assessment, replacing a poor sales performer with a top sales performer would result in a sales increase of $2,166 per week, or 349 percent.
  

Study 2: Turnover Issues - Impact, Real Costs and how to Minimize it

The travel agency's turnover study covered a period of 12 months and included 181 sales agents. Managers gathered turnover rates throughout the study period. Before the study began, turnover was 28 percent.

Managers developed a job match pattern using the ProfileXT® and found 60 top performers with a job match percentage of 75 or greater.

They matched the results of the entire group of 181 workers against the pattern, and then used the same pattern in the employee selection process. At the end of the study period, turnover had dropped from 28 percent to 16 percent.

Turnover Reduction Cost and Profit Impact Highlights:

• Reduction in turnover: 43 percent
• Average cost of hiring: $15,000
• Cost of 28 percent turnover (51 people times $15,000): $765,000
• Cost of 16 percent turnover (29 people times $15,000): $435,000
• Savings: $330,000 in reduced hiring costs.

During the study period, the agency hired 181 new employees. Twenty-nine left, reducing the turnover rate from 28 percent to 16 percent and giving the agency the $330,000 in savings.

Summary In both areas of study, the ANSWERS PXT job match pattern

• proved to be a valid and reliable means of selection and retention
• delivered $330,000 in cost reductions through hiring and repositioning their team using the tool
• significantly upped their sales per person ratios.

Learn More... Ask questions......
Regards, Neil Licht, 508-341-9563, answers@ucanpreventbadhires.com http://www.ucanpreventbadhires.com/