Talent Q’s Dimensions provides a cost-effective way to measure the capability of sales staff, especially when assessing large numbers in revenue-critical roles.

1. Hay Group and Talent Q | November 2010
Selecting the best
Two recent studies demonstrate the contribution
that a carefully chosen personality test can make
to the tricky business of predicting performance
– especially when in-depth assessments of
behavior are too difficult or costly to carry out.
Talent Q ran assessments with employees
in sales roles – 60 in telecoms and 29 in a
pharmaceutical company – and compared the
resulting predictions with employees’actual
performance against sales targets.
The test chosen was Dimensions, an online
assessment that measures the key, work-related
aspects of personality covered by a range
of other personality measures. Participants
undertook a single assessment that explored
how they approached tasks, how they managed
relationships and what motivated them.
With an added value figure ranging from $70k to
$170k per employee, set against an assessment
cost of under $150, the findings provided
reassurance that psychometrics offer a pragmatic
and prudent solution.
Predicting sales performance
Talent Q’s Dimensions provides cost-effective assessment
Talent Q’s Dimensions provides a cost-effective way to measure
the capability of sales staff, especially when assessing large
numbers in revenue-critical roles.
n The pharmaceutical sales professionals who
were predicted to be higher performers
achieved 7 per cent higher sales against target.
n Predicted higher performers in the telecoms
company sold 11 per cent more than lower
performers and 14 per cent higher than target.
©2010 Hay Group. All rights reserved
Talent Q assessments
were developed by
Roger Holdsworth,
pioneer in work-based
psychometric testing.
Lower performers Higher performers
(as predicted by Dimensions assessment)
100
90
80
70
60
50
Pharmaceutical sales roles: percentage of target achieved
Lower performers Higher performers
(as predicted by Dimensions assessment)
1800
1700
1600
1500
1400
1300
1200
1100
1000
Telecoms sales roles: actual sales achieved ($’000s)

2. Hay Group and Talent Q | November 2010
Supporting every stage of the
talent lifecycle
Dimensions works by measuring behavioral
preferences. It explores how individuals approach
tasks, how they manage relationships with others
and what drives them. An individual’s preferences
do not guarantee that he or she will behave in a
certain way, but they do indicate those behaviors
that are more comfortable; that an individual is
more likely to demonstrate.
What sets Dimensions apart is its versatility.
A single assessment can generate multiple reports
for use across all stages of the talent lifecycle:
Recruiting – accurate hiring decisions and
faster, more efficient recruitment processes.
Identifying high potential – a range of employee
data to feed into talent pipeline management.
Personal development – insights about
individuals’personalities, strengths and
development needs that inform the best
development options.
Team building – individual and group-based
data that illustrate the strengths and weaknesses
of a team as a whole, pointing to how it can
best be developed.
Development and coaching of leaders and
managers – deep insight into the qualities
that help – and inhibit – leadership growth.
Comprehensive training needs analysis –
Dimensions can be used alongside Hay Group’s
classic assessments – leadership styles, team
climate, competencies, EI or motives – to give
an in-depth combination of personality and
behavioral data.
Further information and support
For more information about Dimensions and Elements, and their use and applications contact
your local Hay Group office or go to:
www.atrium.haygroup.com
Global agreement
brings two additional
assessments to
Hay Group’s clients:
Elements:
an ability test that
measures numerical,
logical and verbal
reasoning
Dimensions:
a comprehensive
assessment that
measures most of
the key aspects of
personality covered
in other tests.
About Hay Group
Hay Group is a global management consulting firm that works with leaders to transform strategy
into reality. We develop talent, organize people to be more effective and motivate them to perform
at their best. Our focus is on making change happen and helping people and organizations realize
their potential.
We have over 2600 employees working in 85 offices in 49 countries. Our clients are from the private,
public and not-for-profit sectors, across every major industry. For more information please contact
your local office through www.atrium.haygroup.com.
©2010 Hay Group. All rights reserved