About the Client
A Sales Hiring Efficiency Case Study in Facilities Services
This sales hiring efficiency case study examines how a facilities services organization in B2B sales used OMG's Sales Candidate Assessment to professionalize hiring and build a scalable sales organization. With a distributed sales team of 5–10 reps, the company was growing but struggling to identify the right candidates from a high volume of applicants.
Primary Challenge
600+ Applicants, No Reliable Way to Screen Them
The client was receiving too many applicants without a straightforward process to determine who could actually sell. An influx of over 600 sales applicants for a single job posting created an overwhelming screening process with inconsistent hiring outcomes. The company needed a repeatable system to identify real sales talent quickly and confidently.
Solution Used
Improving Sales Hiring Efficiency with OMG Assessments
The company implemented the OMG Sales Candidate Assessment alongside a structured hiring playbook designed to qualify applicants early in the process. Automated scoring and data-driven screening reduced time-to-hire and improved candidate quality — turning a chaotic process into a consistent, defensible system.
Implementation
Assessing Talent, Coaching Leaders, and Structuring the Process
The client worked with OMG Partner, Neal Glatt Sales & Strategy, to assess current salespeople, coach leadership, and establish a structured hiring and onboarding process informed by OMG's 21 Core Sales Competencies. This gave the team a shared language for evaluating candidates and a clear framework for onboarding new hires successfully.
Key Results
What This Sales Hiring Efficiency Case Study Achieved
Sales hiring efficiency improved dramatically — turnover decreased, and new hires produced more qualified opportunities and higher revenue within their first six months. The company now has a scalable, repeatable hiring process that removes guesswork and focuses leadership attention on candidates who can actually perform. Learn more about the Sales Effectiveness & Improvement Analysis that supports ongoing team development.
Lessons Learned & Best Practices
Sales Hiring Requires a System, Not Guesswork
OMG assessments eliminate bias, accelerate decision-making, and help leaders focus on candidates who can actually sell. For high-volume hiring environments, the combination of automated scoring and structured playbooks is particularly powerful — turning an overwhelming process into a competitive advantage. Learn why assessing for sales makes all the difference.
"The salespeople we've hired through OMG are producing more revenue worth of quotes than we've ever had in the past — way higher than before."— VP of Sales, SMB in Facilities Services
See What OMG Can Uncover for Your Team
Learn more about how the OMG Sales Candidate Assessment and Sales Effectiveness & Improvement Analysis can uncover the hidden factors impacting your team's performance.
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