How do we predict who is most likely to perform in a highly demanding times? AQ provides answers for a global sales team.
Sample
237 sales professionals across the U.S., Europe, Asia, and Latin America
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“AQ improves morale, gets people back on course rapidly to move forward in the areas in which they view a sense of control and impact.” —Phillip R. Styrlund, Global Vice President of Sales, ADC Telecommunications
ADC Telecommunications
Overview
This study examined the predictive strength and overall influence of AQ regarding performance, morale, and retention in a highly volatile, extremely demanding global business.
ADC Telecommunications was facing unprecedented challenges in the global telecom market. The company hired PEAK Learning to assess and strengthen the AQ of its global sales force. ADC’s goal was to determine the potential predictive strength and, ultimately, the effect AQ could have on its people. This longitudinal study tracked sales professionals over 3 years, with a particular focus on the AT&T Global Sales Team, because of its size and strategic importance to the business.
Results
Retention: Predicted, desirable retention improved 74%.
Sales Performance: AT&T Global Sales Team rose from “moderate performer” to win the Chairman’s Award for Top Sales Team of the Year. Sales rose from below quota (before program) to 230% and 147% of quota in succeeding years.
Attrition: One’s reported intention to leave the job within 6 months—dropped from 73% to 19% of the entire sales organization, a significant reduction
Timeline
Year 1: The AT&T Global Sales Team is rated “Moderate Performers” by the Global VP of Sales
Year 2: AT&T Global Sales Team surpasses quota by 230%, so quota is doubled for Year 3.
Year 3: AT&T Global Sales Team surpasses quota by 147%, and is voted Top Sales Team of the Year.
