With an expanding global footprint, the leadership of this Cybersecurity SaaS company wanted to rapidly build out a high-powered inside sales team of sales development representatives and account executives. The goal was to identify A-player hires whilst lowering early tenure turnover, accelerating performance ramp, raising quota performance, and reducing liability hires.

Challenge

Rapidly buildout a successful inside sales team.

How

The research was conducted with the corporate sales teams in North America, Europe, and Asia-Pacific that measured 60 psychographic traits and collected 12 months of sales performance data from 100 lead-generating SDRs and 120 AEs. The performance and psychographic data were statistically analyzed to build KPI prediction models. The deployed multivariate regression algorithms are evidence-based, learn continuously, and are subjected to successive recalibration every 6-12 months to grow their predictive accuracy.

Outcome

Equipped with the data and intelligence to make better, faster, and less biased hiring decisions has led to lower early tenure, churn, and a higher number of candidates producing at or above target and transitioning from SDR to AE. Talent insights have enabled training and development resources to be deployed more strategically to optimize post-hire to drive consistent YOY growth.

Annualized savings across employee lifecycle > $2.5m; from both hiring candidates and existing team members. Speed to hire, quality of hire, ramp time, increased production, retention, turnover, coaching training, and manager effectiveness.

Measure potential

Develop empirical evidence for pre-hire insights and intelligence to maximize post-hire. People perform better in roles they are naturally wired to do well in.