Case Study
Improved performance, better placement, better matched work groups and job fit within the corporate structure significantly impacts the bottom-line.
FORTUNE 500 COMPANY: Sales Force
Company needed a best performer sales model to grow nationally and quickly.
Process
- Three unique sales divisions were identified.
- Each division was given unique benchmarks for success with top performers being compared to average and low producers.
- Focused changes were made in best performer hiring, training, and placement of their current personnel. sales grew from $1.7 Billion to $8.3 Billion in 14 months.
Results
- Sales grew from $1.7 Billion to $8.3 Billion in 14 months.
MENTORING AND PERSONNEL DEVELOPMENT
Through mentoring, specialized sales skills were improved resulting in:
- More frequent contact between the small outside sales force.
- More direct mentoring from the upper management team.
Critical indicators pointed to the following areas that needed personal development:
- Focus/Concentration, assertiveness and improved self-image.
Sales Growth = $6.6 billion in fourteen months.
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