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Case Studies

Sales Training ROI

Sales Training ROI

Imperial Services Corp, a global firm, had experienced a plateau in annual sales volume, and needed to better understand what correlated same-store sales and the overall top line.


Analyzing multiple factors across a half decade of workforce data, HCMI helped to determine how various factors like experience, manager quality and training influenced productivity for different stages of the sales associate career path.


In this business case, learn more about how:

  • Different talent and organizational factors correlated to sales production

  • Notions of experience driving performance and productivity were debunked

  • Training programs impacted individual productivity in different geographies and channels

  • The analysis project generated an ROI opportunity of $180 million


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