 Case Study of a
World Class Sales Force
Executive Summary
Global Imaging Systems (GIS) is on the Forbes List of the 400 Best Big Companies in America, and a World Class Sales Award Winner (2006). With more than $1 billion in annual revenue, Global Imaging Systems (GIS) is the most profitable provider of copiers, video conferencing, network integration, and other imaging solutions to middle-market companies.
Chally selection services used by GIS resulted in an amazing 1,378 percent ROI, due to $2.8 million in reduced turnover costs and a 25% reduction in turnover.
Chally assessment results are also used for training and coaching. “It gives you guidance on whether, for example, a person will need a push on cold calls,” explains Geoff Harrington, Director of Benefits and Training at GIS. “This is very important.” And Chally does a talent audit on existing staff, looking for reps who have the potential to be good sales supervisors, managers, or vice presidents. Harrington contrasts this approach with traditional methods of promoting successful reps to management, which can be a hit-or-miss strategy.
"I only wish we had it earlier. Chally is uncanny in its accuracy," said Cecil McClary, Senior Vice President - Human Resources.
Read the full Global Imaging Systems Case Study (PDF, 397 KB)
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