According to a recent article in the McKinsey Quarterly, companies should hunt for value in their "people data." The article contained several good examples, including a retailer that identified and tested key attributes that defined successful retail salespeople when hiring to increase sales and salesperson job satisfaction.
The cost to implement effective talent screening can vary dramatically depending on the size and demographics of the sales force, the products being sold, and the experience of the implementers. However, in some cases, reps hired through screening tests have been known to sell 2% more on average than those who have not gone through screening. So, for a company with $1 Billion sales (from its retail sales reps), this comes to an extra $20 million in revenues each year upon complete replacement with the new better performing reps. For reps selling high profit margin items, this leads to a sizeable increase in cash flow as well as happier sales reps which should lead to higher retention and happier customers.
With the right Business Discovery platform, companies can quickly analyze and identify reps with historically high turnover rates and high costs to acquire, who are responsible for high volume, high profit margin items over regions, stores and time. The benefits derived from screening these types of reps would best offset the total costs of a well executed screening process.