Identified Critical Success factors

Client Background
The client is a training organization which conducts sales training programs for fresh college graduates who are aspiring to enter into high paying technical sales jobs. The client has tied up with several educational institutes to conduct training program for their students. Similar agreements are also done with technology oriented organizations to provide them qualified manpower who are ready to face challenges for technology sales.

Problem statement
The client approached us with the problem of identifying ‘high potential’ students who have what it takes to be a star performer in technical sales jobs. As the intake was high (>5000 students in a year) and training students was quite an expense, the client wanted a solution that is easy to implement and scalable while being accurate in identifying the Critical Success Factors.

Solution Design
Our consultants worked with the client to identify Critical Success Factors by conducting assessments on identified high performing people in many different technology sales roles. Once these factors were identified, ‘Three Dimensional Sales Profile (SP3D)’ and ‘Workplace Personality Inventory (WPI-Pro)’ were proposed to the client to be used as pre-test and post-test in the sales training program. Inputs from SP3D were used to fine tune the training program to the profile of the group.
After couple of batches were placed, the client conducted a survey on those who were trained through the program using the above mentioned tests and those who had not undergone the program. It was reported that the average pay of those who were trained was 20% higher than the other students. Apart from this, several other criteria related to effectiveness of the tests in identifying high potential students were examined by the client. The client is using our assessment tools since 2011.

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