“Sales reps recommended by PeopleAnswers
sell on average $10,000 more every month than our other
sales reps.”
– John Hodgson, EVP of Human
Resources for TelePacific
With over 250,000 installed lines,
TelePacific Communications is a full service, broadband,
telecommunications provider delivering converged services,
including local and long distance voice, data and high-speed
Internet access to businesses in the California and Nevada
marketplace.
Background
In order to effectively cover the seven major metropolitan
markets that TelePacific operates in, the company relies on a
sales force of more than 115 highly trained sales
representatives.
TelePacific has been using PeopleAnswers software to help
evaluate all sales candidates before they are hired.
PeopleAnswers compares the Behavioral DNA™ of candidates
against TelePacific’s custom Ideal Profile. The Ideal
Profile was created by analyzing the Behavioral DNA of
TelePacific’s existing sales representatives.
Results
TelePacific and PeopleAnswers conducted a study to determine
the effectiveness of the PeopleAnswers solution using the
custom Ideal Profile throughout the last twelve months. Below
is a brief summary of the key findings:
- Ability to Predict Sales Performance
On average, sales reps that were “recommended” by the
PeopleAnswers system sold 84% more units than those not
recommended.
- Ability to Predict Turnover
88% of those sales reps involuntarily terminated were not
“recommended” by the PeopleAnswers system.
- Ability to Predict Top Performers
70% of TelePacific’s top performing sales reps were
“recommended” by PeopleAnswers.
The Bottom Line
John Hodgson, Executive Vice President of Human Resources for
TelePacific, explains,
“TelePacifc looks forward to continuing to use PeopleAnswers
software to help us maintain the competitive advantage in the
markets we serve. All companies feel the pressure to accomplish more with the
same headcount. PeopleAnswers provides us with the ability to
do just that.”
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