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.
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.
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.
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.