Research & Insights

We offer a variety of publications, blogs or studies in the areas of selection, assessment and hiring of sales professionals.

The following is a list and links to many of our publications.

Case Studies & Success Stories

Improved Sales Selection – Largest timeshare sales company increased average revenue per sales representative by 26% with this selection and assessment system

High Assessment Scores Yields Higher Sales Revenue - Selecting candidates with high scores on a sales skills assessment yield $1 million more in sales

National Consumer Sales Company – Improved performance of new sales hires with sales assessment that led increased retention rate and increased sales

National Shipping Company – Quota achieved by high performers was 34% greater than low performers

White Papers

Recruiting & Hiring Sales Professionals - If you are hiring sales talent like you did one to three years ago—your process is outdated and ineffective. Read this white paper to learn how to make your process better and attract more quality sales professionals.

Building World Class Sales Force - Many sales organizations ignore good talent management practices for the sake of ease.  Incorporate good talent management practices with an effective and proven sales simulation assessment.

Hiring vs. Recruiting in Sales - Sales people are the lifeblood of every company and finding the right sales professional is crucial. Learn how recruiting is a more disciplined process where you attract and screen candidates to fit with your company and values.

Attracting and Hiring Top Talent – Quickly capture candidate information and find out details of what they want to know about your company and the job. Learn how to make impactful first impressions with job candidates when they search your website.

Blogs

Top Five Things that Companies Do that Turn Away Qualified Candidates
How to Use Your Existing Applicant Pool to Drive More Candidate
Actively Recruit Candidates from the First Contact
Video Interviewing Via the Internet – What Are the Possibilities?
Are You Losing Quality Applicants?
Your Candidates are Your Customers
Sales Assessment: 5 Steps to Hiring Better Salespeople
Success Can Be Predicted When Recruiting and Selecting Salespeople
Sales Assessment - How to Assess Your Prospects for Sales Talent
Sales Selection Focus - Top 10 Characteristics of a Good Salesperson
Push or Pull- How does your Organization Manage your Sales Talent
Sales Assessment allows for use of leading (vs. lagging) indicators
8 Key Criteria for a Successful Sales Assessment
Talent Acquisition: Measuring Quality of Hires Versus Quantity
Excellence in Selection and Recruiting through Six Sigma (Part 1)
Excellence in Selection and Recruiting through Six Sigma (Part 2)
What are your Recruiting Goals – People or Numbers?
Save Money Recruiting by Finding Candidates Automatically
Better Recruiting & Selection in the New Economy
Contemplating the terms Hiring vs. Recruiting