industry: hospitality
challenge: Better Quality Hires
A national hospitality company wanted to improve its hiring success for a critical position by creating a job profile to which all candidates would be compared.
A large national hospitality company wanted to improve its hiring success for their Sales Reps, one of its most important positions.
The company’s previous hiring efforts had produced mixed results, with a small group of Sales Reps achieving the majority of sales while the remainder of the team delivered mediocre or even unsatisfactory results.
Management’s goal was to identify a hiring model that would enable them to select sales candidates who could become high performers.
HighMatch worked with sales leaders to create a custom job profile to which all candidates would be compared. To create the job profile current Sales Representatives completed the HighMatch Assessment.
Management also rated the performance of each employee in three key areas: Average Monthly Sales, Attendance, and Attitude. Analysis revealed that the company’s highest performing Sales Reps fit a specific set of personality and cognitive targets.
An analysis of 12 months of employee performance data for 25 Sales Reps showed that those with a High job match generated an average of 140% more revenue/mo than those with a Low job match ($89k vs. $37k).
Sales Reps with a High job match also averaged A on Attendance and A on Attitude, while the averages for both Attendance and Attitude of those who matched Medium or Low on HighMatch were successively lower. Additionally, year over year sales increased $2.4 million, a 17% increase.
When displacement forces thousands of workers across the U.S. out of work, new expectations, fears, and considerations are introduced into the job search and workplace.
Talent acquisition pros must understand the impacts of displacement in order to access this unique talent pool.
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HighMatch has transformed recruiting for companies of all sizes, and we’re thrilled to share their stories.
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