Summary of Findings
Chally’s focus for over 35 years has been on predicting success on the job. Data-based recommendations are provided to clients regarding whom they should select for a particular job. The first section of this report demonstrates the impact of those recommendations on customers’ bottom line.
Return on Investment is a performance measure used to evaluate the benefit of using a particular assessment. Chally has worked closely with key stakeholders within their client companies to determine the business outcomes that are of most importance to them. Chally researchers then conducted sophisticated statistical analyses to evaluate the link between these outcomes (e.g., increased quota attainment, reductions in turnover, increases in productivity) and Chally’s recommendations.
Independent research firm, Aberdeen Group, recently conducted a survey examining 531 organizations’ sales effectiveness. Their research found that companies utilizing sales performance management solutions have a higher achievement in attainment of sales quota and higher average customer renewal rate. Overall, survey participants who were Chally Group’s customers had significantly higher ratings than those using other methods. Similar results were found with CSO Insights’ Sales Performance Optimization study (2009). An overview of their results is provided below.
ROI Case Studies by Industry
SALES REVENUE $18 Million/Year
Higher-scoring sales consultant workforce at an international mortgage lender ESTIMATED to generate additional $18 million in annual revenue. Sales consultants at an international mortgage lending institution who were recommended on the Chally assessment averaged over $30,000 more in monthly sales. Across the sales consultant workforce, this increase amounts to over $18 million in additional annual sales.
SALES REVENUE $1.5 Million/Year
Technology solutions company’s high-scoring account executives generated 23% or $1.5 million more revenue. At a technology solutions company, account executives who were recommended on the Chally profile generated 23% more revenue than those who were not recommended. These findings were prior to account executives achieving full ramp-up and are equivalent to $1.5 million in additional revenue.
PRODUCTIVITY 23% Increase
Freight brokerage firm’s high-scoring account executives were 23% more productive and generated 20% more revenue. Account executives at a freight brokerage firm who were recommended on the Chally profile facilitated 23% more freight movements than those who were not recommended. In addition, high-scoring account executives also generated 20% more revenue.
SALES 74% Increase
Sales professionals at a waste management company achieve 74% higher sales plan percentages. At a waste management company, sales professionals who earned high scores on the Chally position profile achieved on average 74% higher attainment against their sales plans. Improvements of this magnitude were found in both stable and growth territories.