b'SELECTION STRAIGHT FROM THE expertsSmart Selection Leads to Revenue ResultsBy Mindy MurphyD o you ever wonder how the people youre selecting today will affect performance in the future? It can be difficult to clearly understand why some people excel in the position while others fall short. Studying your current salespeople can help you uncover the mystery. The Talent Team often helps companies discover how selection decisions are impacting their revenue results by analyzing the talents of their top and bottom performers.Mindy MurphySenior Talent AnalystRecently, we did a project like this for a company and created a compos-and Culture Coach,ite graph of their top performersand bottom performers (above and to The Center for Salesthe right). At a glance, the top performer group has a much higher level Strategy and Up Yourof talent overall and every theme measured is more intense in the top Culture performer group than in the bottom performer group. But thats not all we learned. We also discovered a fascinating correlation: this companys top-performing salespeople possess a significantly higher degree of innate talent in specific talent themes that are often tied to new business devel-opment success compared to their lower-performing counterparts.The information gained in this study will help you make smarter selection decisions and increase revenue, so keep reading!Overall STA score makes a difference.We didnt stop with the composites; we also looked at the total composite score of the two groups and found that it was a huge differentiator. The overall composite score for the top performer group was 43.7%, while the bottom performer group was 33.6%. The cutoff score to be Recom-mended on the STA is 39.8%, so bottom performers averaged together scored much lower than the cutoff, while top performers were higher. There was a 10-point gap between the top and bottom performers.60 Smart Selection Leads to Revenue Results'