Test Validation - Salespeople

Company

Knoll, Inc. - U.S./Domestic Sales Force

Business

Manufacturer of high quality commercial furniture with a strong design heritage

Objective

Identify successful salespeople who stay longer

Program Summary

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.

Outcomes

Knoll has benefited from a significant increase in profitable sales per individual Rep since the testing program has been implemented. Turnover has also improved significantly. Knoll is considered as having the best professional sales force in the industry. Many Knoll, Inc. dealers have also been steady users of the Sales Rep Test Program.