Problem:
This company’s go-to-market sales team embarked on a journey to adapt and support the changing buyer demands.
Methodology:
The objective was to validate the AuctusIQ sales match index assessments per role for application in the selection and development of talent. In addition, the company sought to identify the selling talents and competencies most predictive of high performance for each of the roles in order to prioritize talent development investments with the greatest impact on commercial growth goals. The results provided valuable insight into where the organization is currently aligned against the success profiles and revealed targeted initiatives for business value creation.
Implementation:
Qualitative Research
The AuctusIQ scientists completed a job analysis of the critical requirements and expectations for each role. Then they interviewed 32 business leaders from both Sales and HR to understand what was most important to the future of the business as it relates to each of the roles.
Data Collection & Talent Audit
Then every incumbent sales leader and seller was invited to complete the success profile assessment for their respective role. This showed how the individuals and teams lined up and provided insight into what was needed for the future.
Strategic Results & Individual Development Plans
AuctusIQ then provided a summary of the sales organization’s strengths and gaps, with learning journeys to help each seller optimize performance through leveraging leading talents and developing low-scoring competencies for success. In addition, AuctusIQ delivered a talent strategy for shifting the performance curve through the selection and development of talent. Finally, in order to improve new hire success rates, AuctusIQ implemented an online assessment platform to screen new hires with results comparisons to high-performance benchmarks from the database of top performers for each sales role.
Outcome:
As a result of the TalentIQ assessment, this company found that the people with strong match scores on the assessment were performing in the top 20% of all sellers with an annualized retention rate of 98%. After training, the top-performing group with high scores on the assessment match index averaged a 30% year-over-year growth in sales revenue, which was six times greater than the average growth rate of the contrasting group with weak match scores on the assessment.
