Sales Assessments for Selection for a Manufacturing Company

The Vice President of Sales of a $200M+ manufacturing company with an international sales organization wanted to know if using CMA’s selection process was yielding results for the company.

The company used CMA’s assessment process and selection system, but did not always follow CMA’s recommendation on whether or not to hire sales representatives.

The company conducted research to determine how sales representative performance lined up with CMA’s hiring recommendations. The results were as follows:

• Sales candidates recommended by CMA averaged 108% attainment of sales quota.
• Sales candidates recommended with reservation by CMA averaged 100%  attainment of sales quota
• Sales candidates not recommended by CMA (but hired anyway by the company) averaged 88% attainment of sales quota

Assuming a conservative estimate of a net margin of 4% in this high-margin industry, and given the $60,000 investment made by the company for all assessments, the ROI for CMA’s assessment service exceeded 200% in the first year alone.