industry: hospitality
challenge: Better Quality Hires

National hospitality company deploys HighMatch to increase sales by 17% per month

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.

Goals

  • Improve hiring success
  • Identify characteristics of top performers

Solutions

  • Performed a job analysis with benchmarking
  • Built a custom job profile

results

  • Reps with a high Job Fit averaged 140% more revenue per month
  • Reps also averaged an A for Attendance and an A for Attitude

Challenge

Hire better Sales Reps

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.


Solution

Understanding the current workforce

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.

Results

Better performing Sales Reps

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.

Health Choice One

Health Choice One is a different kind of insurance company.  Since 2002, they have been committed to making the health insurance buying experience positive.

  • Function/Roles: Sales
  • Industry: Insurance
  • Challenge: Better Quality Hires

Shea Properties

Shea Properties is a leader in the real estate industry because of its unique approach to transforming land into premier living, working, and shopping environments.

  • Function/Roles: Sales
  • Industry: Residential Construction
  • Challenge: Turnover Reduction

Royal Cup Coffee & Tea

Royal Cup Coffee is a premium importer, roaster and distributor of coffee with markets in the United States, Mexico and the Caribbean.

  • Function/Roles: Sales
  • Industry: Food & Beverage
  • Challenge: Turnover Reduction

HighMatch has transformed recruiting for companies of all sizes, and we’re thrilled to share their stories.

Learn more

Attract & Maintain Displaced Workers

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.

DOWNLOAD TODAY

Need a different guide to improve your hiring process?
If so, then look no further!

Whether you are new to recruiting or an experienced hiring manager, our guides have something for you.

Ready to learn how HighMatch can help your business? Schedule a demo today!

Get Started