Case Study - Software Developer
Business Issue - annualized turnover in excess of 80% per annum
Our client, a software developer ($500M+ Per year) was hiring enterprise sales people at base salary levels ($125,000 plus guaranteed commission first year).
The client had annualized turnover in excess of 80% per annum.
Client Need
- reduce the turnover of new hire sales people
- get new hires up to quota faster
- reduce overall hiring costs. Each hire cost $50,000.00+ in training, $25,000+ in recruitment and $250,000+ first year reduced quota
- they were hiring over 200 people per year
What we did
- discussed who they were hiring, why they were the preferred choice, background, job requirements etc.
- examined the background of the top 10% and the bottom 10 % of the sales force
- looked at the backgrounds of those who had been hired with great expectations yet failed
Our Solution
- determined the background of the most successful candidates and encouraged interviewing to that profile
- included a high quality assessment to measure those character traits of the most successful and the least successful sales people, and encouraged the hiring of those who exhibited the greatest potential for success, as measured against their most successful sales people
Result
Turnover reduced from 80%+ to under 40% in first year, and eventually falling to less than 25% per annum.
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