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One of America’s Largest Distributors of Team Sports Equipment Improves Sales Performance by 19%

One Of America’s Largest Distributors Of Team Sports Equipment Improves Sales Performance By 19%

One of America’s Largest Distributors of Team Sports Equipment Improves Sales Performance by 19%

This factory-direct sports equipment company wanted to see how much the OutMatch talent assessment had impacted overall sales performance. An ROI study revealed the results.

Sales Rep Average Monthly Sales

About the company

One of America’s largest distributors of team sports equipment leverages a team of over 800 sales representatives across all 50 states to connect directly with customers in local markets.

Industry:

Retail

Number of employees:

1,600

Solution:

OutMatch Assessment

Challenge

The company first came to OutMatch with the goal of streamlining the selection process for busy sales managers, who were responsible for all hiring on the sales team. The company also knew that identifying candidates with high sales potential would reduce turnover and improve performance.

The company’s Talent Acquisition Manager saw OutMatch Assessment as a tool to “tip the odds” in their favor.

Solution

The company began using OutMatch Assessment for sales hiring in 2017. After six months, an initial study of 250 of the company’s salespeople provided proof that sales productivity was driven by behavioral traits, not by the salesperson’s background or sports-equipment knowledge.

This marked a turning point in the company’s talent acquisition strategy, empowering them to vet more talent from outside the industry.

ROI study

Next, the company wanted to see how much the assessment had impacted overall sales performance. The OutMatch Talent Analytics team conducted an ROI study looking at performance data from 129 sales hires made in the past year.

Results

Average monthly sales:

  • Not assessed: $26,500
  • Strong match: $31,500

Of the 129 sales hires, 31 weren’t assessed, and 58 were identified as a strong match by the assessment. (The remaining 40 hires were identified as a good or fair match; no one identified as a poor match was hired.)

These results show a 19% improvement in sales performance when using the assessment to identify and hire strong-match candidates.

Additional opportunity

The difference of $5,000 per hire per month reveals an additional opportunity for the company. Had they hired strong-match candidates in place of not-assessed candidates, they would have driven an additional $1.86M in sales that year.

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