Business Case


An international mortgage lender needed to expand its Sales Consultant workforce to meet increased competition and address new opportunities in the market.

Project Goals


To develop a profile that accurately embodied the Sales Consultant role and statistically differentiated top performers from bottom performers.

Resolution


Created a custom-validated profile with a strong relationship with average monthly revenue (r=.49). This correlation compares favorably to other tests that could have been used for selection. Additionally, the profile was tested on Chally’s archival database and demonstrated no adverse impact across age, gender, or race.



Results


Sales Consultants who were recommended on the Chally assessment averaged over $30,000 more in monthly sales. Across the workforce, this increase amounts to over $18 million in additional annual sales. Moreover, incorporating the Chally tool in this company’s selection system has led to faster productivity after on-boarding as well as better employee development.

Recommendations


Collect performance metrics on new hires and conduct a Return on Investment (ROI) analysis to demonstrate how Chally’s assessment has contributed to the company’s bottom line.

Next Steps


Expand the use of the Chally assessment into related sales support roles.

Looking Forward


The international mortgage lender is continuing to test applicants with the Chally assessment and testing them using the Sales Consultant profile. The client company has taught its management how to use Chally in its overall hiring process to ensure consistency with a large candidate pool. The company is now more confident that its hiring process is both consistent and effective.