The Standard

Accurately predict the success of new sales candidates – up to 300% of goal!

PROBLEM

Success in the insurance industry is driven by the performance of its sales team. The Standard Insurance Company was experiencing lagging sales and had recruited a new class of sales people with the hope of infusing energy and revenue into the company. But how would the new class perform?

The Standard
The Standard Case study

SOLUTION

Sales of $2 Million over target along with recruitment/training savings deliver an ROI of 400:1. Human Resources worked with Think-X to create a “Top Performer Template” based on the Think-X Discover diagnostic results of the companies top sales execs. They then also used these results to measure the incoming group of sales professionals and tracked their performance over a one-year period.

INSIGHTS

Can you trust a predictive model for hiring and results? Yes! If that model is Think-X Hire. By hiring, to a Think-X top performer template you make candidate evaluation fast, easy and more effective. Results are measured based on established financial targets documenting how HR can build the bottom line!

The Standard Case study
Metrics
Metrics – Measured by sales performance against annual goal of $345,000. Organization also tracked costs for recruitment and training.
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Benchmark – Existing top performers were measured using Think-X Discover to create a top performer template. New sales hires were measured against the template.

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Results – Sales staff that were predicted to be “Top Performers” by the diagnostic generated sales at 150-300% of target. Similarly, those predicted to be “Low Performers” performed below target and two left the company before the end of the 1-year reporting period.
Standard Annual Sales graph

“The diagnostic profile allows us to identify individuals who have the self-motivational drivers to succeed in our markets, so we could ‘zero in’ on high potential candidates, optimizing our resources. The cost of the tool was nominal, while the returns were substantial. In our hiring, the Think-X system has been the most valuable tool I’ve used.”

SG, Assistant Vice President

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