An organization specializing in corporate policies and data services wanted a better way to identify potentially successful Account Executives. Presented with this task, a study was conducted to examine the relationship between employee productivity and the ProfileXT®.
Fourteen Account Executives within the organization served as the sample for the current study. Each employee in the sample was administered the ProfileXT® and had their performance at meeting sales goals evaluated by the organization. Based on the organization’s performance evaluations, three members of the sample were identified as Top Performers, three were identified as Bottom Performers, and the remaining eight members of the sample were identified as Average Performers.
A Job Match pattern for the Account Executive position in this study was developed using a Concurrent Study format. The sample’s Top Performing and Bottom Performing Account Executives served as the basis for the Job Match Pattern which identifies the unique scoring pattern of Top Performers. This pattern serves as the benchmark to which other employees can be matched.
Approximately nine of the ten Top Performers were selected as a good match to the Job Match Pattern, while four out of five of the Bottom Performers were not selected.
While only 54% of the total sample were selected as a good match to the Job Match Pattern, 92% of the most successful sales persons were included in that selected group. Only 20% of those who seem to be challenged by the position achieved favorable pattern match.
1. According to the information provided to Profiles International by the organization, the average sales dollars generated by Top Performers in the Account Executive sample was $1,250,000, while the average Bottom Performer in this sample generated only $850,000.
2. The average dollars generated by those who did meet or exceed the Job Match benchmark was $1,310,000. The average dollars generated by those who did not meet the Job Match benchmark was $840,000. This is an average difference of $470,000 between those selected and those not selected by the Job Match Pattern.
Using the ProfileXT to benchmark employees, the organization is able to successfully screen Account Executive candidates. Of the five individuals who either met or exceeded the Job Match Percentage benchmark, none were Bottom Performers. Additionally, 100% of the Top Performers were included in this group. Clearly, selection practices at the organization have been improved by using the ProfileXT.