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Client Profiles

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AQHow we do predict who is most likely to sell more? AQ answers key questions about CellularOne’s sales force.

CellularOne / SBC Telecommunications

Overview

CellularOne was facing intense talent wars, cutthroat competition, and diminishing profit margins as their products and services became increasingly commoditized and difficult to differentiate. PEAK Learning was hired to see if AQ could help them answer key questions: How do we predict who sells more, or less? Who is more likely to sell more, and sell more profitably? How do our sales managers compare to the people they lead? Who is more resilient?

This study examined how well AQ predicted three gauges of sales performance: percent of topline sales, percent of quota, and percent of net. It also compared the AQs of sales managers with the general sales force.

Results

AQ proved to be a valid, robust predictor of all three performance gauges. As with previous studies, sales managers had higher average AQs than their sales forces.

Outcome Client
Percent of topline sales Those who measured in the top half of AQ scores delivered 166 percent more to topline sales, on average, than those who scored in the bottom half of AQs
Percent of quota Those who scored in the top half of AQs achieved 106 percent more of quota than those in the lower half of AQ scores
Percent of net Those in the top half of AQ scores sold 150 percent more, on average, than those in the bottom half of AQ scores
Mean AQs: Sales Managers = 154, Low Performers = 137, Top Performers = 150