Wayne, PA – September 12, 2012 – SkillSurvey®, Inc., the inventor and leading provider of online reference-checking solutions, has released research showing the three main areas that sales professionals could improve upon to become more successful:
- Meeting sales goals
- Modifying sales messaging as necessary
- Using a variety of methods to locate sales opportunities
The data, obtained over a fifteen-month period ending in June 2012, consisted of feedback from 1,433 sales-job candidates’ professional references.
Salespeople have a direct tie to the success or failure of a company. As such, being able to meet sales goals by adjusting messages according to industry trends and utilizing creative ways to find new opportunities - through social networking, for instance - are good examples of what it takes to ramp-up quickly and deliver results.
“This research validates the necessity for uncovering the specific strengths and weaknesses of candidates as they relate to achieving their sales goals,” said Ray Bixler, president and CEO of SkillSurvey. “Using SkillSurvey’s Pre-Hire 360 reference assessment is one proven way to do that, by asking a candidate’s supervisors and peers to provide candid feedback to a recruiter or hiring manager.”
SkillSurvey’s best-in-class companies are seeing immediate results in their sales hiring through the use of an online reference-checking solution. Fortune 500 firm Quest Diagnostics achieved a first-year retention rate for its sales representatives of over 90%, with a high percentage of those achieving their sales targets. SunAmerica, an AIG company, saw a 34% increase in revenue per agent.
In addition, reference assessments allow hiring managers to adjust onboarding programs or provide specialized training by looking at the reference feedback. A sales candidate that is deficient in certain areas may still be a good overall fit for the organization.
About SkillSurvey®, Inc.
SkillSurvey is the inventor of online reference-checking solutions that improve quality-of-hire and increase recruiting efficiency. Its solutions allow recruiters and hiring managers to collect feedback from references on a candidate’s behaviors and past work performance. The information, all gathered electronically and confidentially, is used to make better hiring decisions and predicts future work performance. This patent-pending approach to reference assessments is based on over 30 years of research in job competency modeling. SkillSurvey was named one of the fastest-growing companies in America by Inc. magazine and it is also a 2011 Deloitte Technology Fast 500™ firm. Visit SkillSurvey at www.skillsurvey.com, and on Facebook and Twitter.