The challenge
The company needed to answer a pivotal question — what is the right salesperson profile for hiring? — to support growth in both revenue and sales-force management.
Our approach
- ✓ Focused on Relationship Managers, who drove 53% of revenue and 83% of the salesforce.
- ✓ Broke performance into bands and ran univariate and multivariate analysis on gender, age, education and experience.
- ✓ Visualised concentrations with highlight tables and Sankey charts for male and female profiles.
The results
- ✓ Defined an optimal profile (e.g. 1–3 years' banking/insurance experience achieved ~93%).
- ✓ Updated shortlisting and monitoring criteria around the profile.
- ✓ Sales performance improved and staff turnover fell from 40% to 30%, lowering training and attrition cost.
