Assessment services create a solid foundation for homebuilding firm.

The Problem:
In 2005, a homebuilding firm faced a dramatic increase in sales rep turnover while (not surprisingly) experiencing a decrease in sales. The company was fighting for survival in the midst of a robust market. They needed help fast.

The Process:
The solution for this company came as a result of implementing highly validated sales assessments combined with seasoned consultation. Here’s the play-by-play:

Step One: Expert analysis was used to evaluate the requirements for success in each job.
Step Two: A benchmark profile was established for each sales position.
Step Three: A hiring process was identified, including sales assessments of potential
candidates and targeted interview questions around the benchmark.
Step Four: Candidate assessments and interview results were compared against the
benchmark profile to establish predictors for success in the sales role.
Step Five: Only the best candidates with the highest predictors for success were hired.

The Payoff:
In under a year, turnover reduced by 75% and sales increased by 50%. Today, the company uses a similar assessment protocol for every executive position in the company, including the CEO.