Client Testimonials
How Chally's Market Research and Tailored Employment Testing Helped a Major Company Increase Customer Satisfaction and Sales Revenue
Three years after utilizing a Chally market audit and validated employment testing, newer hires for a major company demonstrated more of the critical skills, averaged higher dealer satisfaction ratings, and were more productive than the reps they replaced. The new hires generated an average of $1,781,673 more total parts and accessories sold per salesperson per year.
Three years after utilizing a Chally market audit and validated employment testing, newer hires for a major company demonstrated more of the critical skills, averaged higher dealer satisfaction ratings, and were more productive than the reps they replaced. The new hires generated an average of $1,781,673 more total parts and accessories sold per salesperson per year.
THE ASSIGNMENT
In 1994, Chally audited a major automotive parts company's market, and recommended two major changes in their hiring and training program:
- Train their salespeople to sell "Consultively," this being the most effective sales approach for their product and market.
- Select salespeople using a Chally tailored test validated specifically for that position.
THE RESULTS
Three
years later, in order to measure the results of the program, over 1,500
parts managers, service managers, and dealer principals were
interviewed in 778 separate dealerships.The company's
1998 sales rep ratings, as evaluated by these customers, were
dramatically improved over 1994 levels, with the most important factors
being:
- Sales reps better understood the dealership's business
- Reps understood and were more willing to help meet dealership goals
- Reps were more accessible to dealership personnel
Being Recognized as "World Class Sales" Pays Dividends
What is the impact of an effective salesforce on overall company performance? It's often difficult to measure because, in the past, there has been little direct evidence that an excellent sales force has made a company more profitable or its stock more valuable.
What is the impact of an effective salesforce on overall company performance? It's often difficult to measure because, in the past, there has been little direct evidence that an excellent sales force has made a company more profitable or its stock more valuable.
On March 11, 1998, however, J.P. Morgan's Equity Research updated its analysis of Boise Cascade Office Products and raised its recommendation to a "buy".
While there are multiple factors for this analysis, the first factor cited was:
"Salesforce now big and expert enough to add more business, profitably".
"...within its own industry, BOP's salesforce is highly regarded on both the national account side and the technology side. In 1997 BOP won the CHALLY (World Class Sales) Award for the quality of its salesforce; the award reflected the survey results of over 1000 corporate clients.
"Investing in sales and building a "World Class award winning" Salesforce does produce bottom line results.
"Your
analysis is a wonderful tool that has been very helpful in our decision
making process. Your analysis brought to light many aspects of these
three individuals. Thanks again for your exemplary service."
-- John Dietz, Chief Administrative Officer, Miller-Valentine Group
"Using Chally is truly a looking glass... invaluable... more like 100% accurate..."
-- Jeff Wagner, Regional Commercial Manager, ADT Security Services
"Chally gives our Sales Managers an unbiased tool...(to) benchmark high performance..."
-- Mike Wines, Vice President Automotive Products, Reynolds and Reynolds
"A
pre-employment evaluation by Chally can radically increase your chances
for success when recruiting and hiring. Please don’t confuse their
services with similar services that are priced in the $35 to $100
range. I’ve tried those low-priced evaluations, too, and while
interesting, they simply don’t offer the in-depth analysis provided by
Chally."
-- Mike Stevens, Owner, Express Press
"...Chally testing provides an excellent barometer for the likelihood of success...of a candidate."-- T. J. Weisenbach, Vice President/General Manager, Zellerbach
"Chally
testing improves the probability of hiring success, plus it highlights
areas (in which) to concentrate training. There are dozens of times we
have chosen a successful candidate among several because of the
differentiation provided in the Chally feedback. The cost savings and
profit generation have been substantial...After a designated time, we
ask the chosen person to look at the test results, analyze the
analysis, and comment not only on the right or wrong, but especially on
areas where behavior and results can be improved. They will be their
ideas and thus implemented better and faster."
-- Scott Seibert, Divisional VP, Norandex/Reynolds Distribution
"...Chally
testing helps us determine which candidates are most qualified...It is
an excellent tool to be used in the hiring process..."
-- Mark Williams, Operations Manager, KCI
"...Chally testing...provides us guidance to develop internal candidates for future positions."
-- Donna Jurek, Human Resource Manager, ADT Security Services
"Chally gives us a good forecasting tool...saves planning...(and) flags areas to probe..."
-- Rick Smith, Service Manager, Crane Pro Services
"(The Quadrant Solution is)...must reading for any executive charged with marketing and sales..."
-- Bill Kirby, Vice President of Human Resources, Paper Corporation of America
"After
Chally analysis, we were able to understand where our clients and
prospects were, modify our marketing materials and sales approaches,
and implement changes...we were successful. The system works and...will
enable Individual Business to sell more business, retain more
customers, cross sell, and invigorate our sales force..."
-- James B. Weil, V.P., Mature Market Group, MetLife