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Case studies

Client: International FMCG Provider

This organisation employed over 200 sales people across the UK selling to the retail sector. 15% of the sales team always seemed to perform at below the acceptable sales level and usually resulted in the position being re-employed as a result of resignation or dismissal. This had a significant effect on overall sales performance, team motivation and an exceptional call on management time. Management also felt pressure to take any reasonable candidate rather than hold out for a great candidate. This in turn started the whole process again.

Navigator profiled the best performing sales staff in the business and established a defined profile that consistently delivered outstanding results. Once this profile was objectively confirmed management were confident to deploy more time to the recruitment process with confidence that the investment would pay dividends.

The business churn rate on sales staff fell by 40% in the following 6 months and sales performance figures increased by 15%. This also enabled management to devote considerably more time developing the business as opposed to resourcing the business.

Client: Medium IT Services Consultancy

This organisation had successfully been using psychometric profiling to clone high performing staff for some time but was finding that certain recruits who seemed to have all the necessary attributes were unsuccessful.

Navigator employed the Sales Aptitude Indicator to confirm the personal “hunger/desire” level of the employees. This identified that not only do the sales team need to have the personality attributes to be successful (profiling) but also there needs to be a very high personal drive level if this profile is to be used to achieve the desired sales levels.

The outcome was staff were split between account management and development roles and exclusively new business roles. Those staff with the highest sales aptitude scores were assigned to the new business roles increasing both new business volumes and client retention.