|
Delta Consultants
conducted numerous,
in-depth interviews with
Sales Reps and Regional
Managers in key U.S.
markets to establish (1)
a profile of testable
skills and
characteristics that
impact sales success,
(2) a job description
telling a cogent story
about what successful
Reps do, and (3)
qualitative and
descriptive performance
measurement guidelines
to complement
traditional measures
(e.g. Quota).
Delta then convened a
Regional Manager team to
discuss and measure the
performance of 40
individual Reps from key
U.S. markets.
A trial test battery was
selected according to
the "success profile"
and administered to the
40 Reps participating in
the project.
Tests scores were then
correlated to actual
Sales Rep performance
measures. It was
discovered that
performance-predicting
tests measure:
Conceptual and strategic
selling aptitude;
architectural aptitude;
prospecting motivation;
assertiveness (for
moving relationships
forward at key points in
the sales cycle) and
energy level (for
sustaining a high level
of field productivity).
Cut off scores,
prediction formulas and
guidelines for
administering the test
program followed.
For close to ten years,
the tests have been
efficiently
administrated at
Regional Offices
throughout the U.S.
Completed tests are sent
to Delta for scoring and
analysis. Within 24
hours of assessment, a
Delta Consultant confers
with the Regional
(hiring) Manager. A
report integrating test
implications and the
manager's perceptions
follows within three
days of receiving
completed tests. |
