The objective of every personnel selection process is to predict the performance of anapplicant once they are hired.  This is why it’s relevant to have the proper evaluation tools that accurately predict results, so that the error of hiring the wrong person is reduced by being able to identify candidates and employees with high sales performance potential.

Today, we have developed more than 100 predictive validation researches of the CCV sales assessment test in various sales profiles.

We have selected 4 validation studies developed in diverse types of sales industries, in order to show the prediction capabilities of the personnel selection and employee evaluation CCV test for different sales profiles.

Prediction of Sales Performance in Telecom Companies (+200,000 employees)

Sales Professionals of Large Companies

December 13, 2012

Background 

An international telecom company with more than 200,000 employees applied the CCV sales assessment test to 33 salespeople focused in LARGE COMPANIES.

They later compared the average number of telephone lines sold during a three month time period (September-November 2012) by the group Recommended by the CCV (CCV ≥50) with those Not Recommended by the test (CCV<50).

Results

The results show that the salespeople Recommended by the CCV sales assessment test sold an average of 42.7 lines per month while the group Not Recommended by the CCV sales test sold an average of 12.3 lines.  As a percentage, those Recommended by the CCV sales test sold 247% more phone lines during the three month study (307% in September, 138% in October, and 358% in November) than those Not Recommended by the CCV sales assessment test.

Average Monthly Line Sales

Salespeople of Large Companies (n=33)

September-November 2012

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Average Monthly Line Sales by Month

Salespeople of Large Companies (n=33)

September-November 2012

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The results were categorized by the predictive capacity of the CCV assessment system and monetary benefit associated with its uses in the personnel selection process.

Sales Prediction of International Bank Loans (+10,000 employees)

Premium Sales Executives

August 3, 2012

Background

An important bank with more than 10,000 employees evaluated the performance of 39 sales executives, comparing loan sales during a four month period (February-May 2012) for the group of salespeople Recommended by the CCV Sales test (CCV≥50) and those Not Recommended (CCV<50).

Results

The results show that the sales executives Recommended by the CCV sales performance assessment sold an average of $231,415.74 in loans each month while those Not Recommended by the CCV sales performance assessment sold an average of $162,037.74 in loans each month. In comparing the two groups, the sales executives recommended by the CCV® sales psychometric test sold 43% ($70,000) more than those not recommended by the CCV sales assessment test during the four months studied.

 

Loan Sales

Premium Sales Executives (n=39)

February-May 2012

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The results were categorized by the predictive capacity of the CCV system and monetary benefit associated with its uses in the personnel selection process. Considering that the difference in monthly sales between the salespeople Recommended and Not Recommended by the CCV was around $70,000, the investment in the CCV Sales Test can be easily justified.

The results were in accordance with international evidence that has validated the CCV Sales Test as a highly effective tool in the evaluation of salespeople in the banking and financial products sector.

Prediction of Meeting Sales Goals in an Insurance Company

June 6, 2012

 Background

An insurance company with ties to an important financial group (+60,000 employees) used the CCV sales assessment test to evaluate 19 of their best salesperson, in order to compare the achievement of sales goals during a four month period (January-April 2012) for a group of salespeople with a Higher than Average CCV Score (CCV≥76) and Lower than Average CCV Score (CCV<76).

Results

The results show that the salespeople with the Highest CCV Scores were able to meet 107% of their monthly sales goals while those with the Lowest CCV Scores only met 89% of their monthly goal.  This means that he salespeople with the Highest CCV Scores achieved their sales goals 20% more than those who received a less than average CCV score during the four months analyzed.

Ability to Meet Insurance Sales Goals

Salespeople (n=19)

January-April 2012

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Ability to Meet Insurance Sales Goals

Salespeople (n=19)

January-April 2012

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The salesperson with the Highest CCV sales skills assessment Scores maintained their superior performance in each of the four months analyzed, especially during the month of February when their sales performance was 38% greater than the Executives with Below Average Scores.

The positive results solidify the evidence validating the ability of the CCV sales assessment test to predict sales performance in insurance companies.

Sales Productivity in Department Store Shoe Sales

August 22, 2013

Background

A footwear company (+2,000) evaluated 75 retail salespeople and compared the shoe sales during a six month time period (February 2013-June 2013) for Salespeople Recommended by CCV Retail (CCV≥30) and those Salesperson Not Recommended (CCV<30).

Results

The results show that the salespeople Recommended by the CCV sales performance assessment were able to meet 74% of their monthly sales goals, while those that were Not Recommended by the CCV sales performance assessment only met 52% of their monthly goal.  This means that the salesperson Recommended by the CCV sales test achieved 44% more of their sales goals during the six months analyzed than those who were Not Recommended by the CCV sales test.

Average Pairs of Shoes Sold

Salespeople (n=75)

February-June 2013

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Average Monthly Pairs Sold

Salespeople (n=75)

February-June 2013

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The salespeople with the Highest Score on the CCV Retail sales assessment test maintained their superior sales performance in each of the six months analyzed.

The positive results solidify the evidence validating the ability of the CCV Retail sales test to predict performance in department store sales.