Leading Global Paint & Coating Manufacturing Company


This company’s go-to-market sales team embarked on a journey to adapt and support the changing buyer demands. 


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.


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.


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.

About Us

  • Troy Kanter

    Troy Kanter

    Co-Founder & CEO
    Troy Kanter serves as CEO of AuctusIQ. Kanter has been transforming sales organizations and their revenue streams for more than 25 years. Prior to co-founding AuctusIQ, Kanter served as CEO of TwentyEighty, a $300M learning and performance management firm and the holding company of the world’s largest sales training organization.
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  • Courtney McCashland

    Dr. Courtney McCashland

    Co-Founder & Chief Officer of Science and Strategy
    As Co-Founder and Chief Officer of Science and Strategy for AuctusIQ, Dr. McCashland brings academic and applied insight to how the talents, experience, knowledge, and skills of the salesforce can be measured and managed to shorten the sales cycle and increase sales production.
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  • Tim Geisert

    Tim Geisert

    Tim Geisert serves as a Partner at AuctusIQ. He is the executive on the leadership team that crafts the vision, shapes the product strategy, and inspires teams to grow the business. That, and more than 30 years of experience growing companies through marketing and sales, is what Geisert brings to AuctusIQ.
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