OutMatch Assessment Identifies Sales Hires Who Close More Deals & Drive More Profit
One of the largest used-car retailers in the U.S. saw an opportunity to make their people one of their key market differentiators. They knew what type of sales team they wanted to build. What they needed was a way to identify the right hires.
Company Quick Facts
- Industry: Retail
- Number of locations: 175
- Number of employees: 22,000
- Solution: OutMatch Assessment
Sales Comparison: Strong vs. Poor Match
Total sample n=1,170
Average close ratio to goal:
- Poor match: 92.61
- Strong match: 99.71
Strong matches had a 7% higher close ratio!
Challenge: Identifying Top Salespeople
As an auto retailer with a unique value proposition, this company was focused on finding candidates with transferable skills and high potential, rather than car-sales experience. Without having experience as a requirement, they needed another way—an objective way—to identify candidates with strong sales potential.
Solution: Assessment Predicts Sales Success
The company partnered with OutMatch for a pre-hire assessment that quickly identifies candidates with the highest potential for success. Using data from current salespeople, OutMatch analyzed the characteristics that predict performance in this company’s sales environment. OutMatch then built a predictive, candidate-friendly assessment to identify candidates as a ‘strong match’ or ‘poor match’ for the job.
Result: Additional $4.2M in Sales
After implementing the assessment, the company began to see a clear difference in sales performance. Salespeople who were identified as a strong match by the assessment quickly rose to the top, while other hires lagged behind.
Looking at close ratio to goal across 1,170 hires, strong matches closed nearly 100% of their goal. Poor matches, however, fell short of their goal by 7 percentage points.
These differences directly impacted the company’s top-line performance. Over one year, strong matches drove an additional $4.2 million in sales, while poor matches cost the company -$1.7 million in sales, compared to average.
Within one year, the company added 480 above-average sales people who drove $4.2M in additional sales.
Follow Up Study: Profit Per Hire
A follow-up study across 3,548 hires confirmed that strong matches have a stronger positive impact on the company’s bottom line.
Within their first year of employment, strong matches recouped their cost AND produced additional profit for the business.* Poor matches, however, never recouped their cost and never became profitable. In fact, poor matches had a NEGATIVE impact on the business, as the company continued to lose money on these hires even after a year in the role.
Net profit of new hires in the 1st year:
Total sample n=3,548
- Poor match: Below $0
- Strong match: 3X more profit per hire
Seeing the powerful results of these studies, the company has rallied around the assessment with an even greater focus on driving sales and revenue through the hiring of top performers.