The Secret to Finding Better Sales Reps
Hogan collaborated with a global healthcare manufacturer and distributor to identify the characteristics associated with success for sales representatives. Using multiple Hogan assessments, the research team determined high-performing sales representatives are hardworking, results-oriented, objective, and practical yet innovative.
Two years after implementation, Hogan worked with the company to re-examine the performance outcomes and measure ROI. Hogan found that employees who fit the personality profile scored higher on a variety of metrics, such as having a sales focus and meeting their sales quota. By using the recommended profile, they were three times more likely to identify sales representatives that earned higher ratings of performance from their supervisors and twice as likely to identify sales representatives who met their sales quota objectives. This indicates the healthcare manufacturer could increase profits by hiring sales representatives using the custom Hogan profile.