Making sales assessments fairer, and faster to report
Rebuilt how a clinic and retail group scored its sales staff, using coefficient of variation, trend analysis and the Analytic Hierarchy Process. Automated reporting cut production time by 25%.
- Outcome
- −25% report production time
- Context
- Talent assessment for Erha Clinic Group and Genero Group
- Coefficient of variationHow consistent is each score?
- Trend analysisWhich way is performance moving?
- AHPHow much should each criterion count?
- Looker StudioAutomated report, 25% faster to produce
The problem
Sales staff needed to trust that their assessments were fair, and assessment reports took too long to assemble by hand.
The method
I used the coefficient of variation to check how consistent results were, and trend analysis to read performance over time rather than as a single snapshot.
To weigh the criteria, I used the Analytic Hierarchy Process (AHP), which turns pairwise judgments from stakeholders into explicit weights anyone can inspect.
The same period’s talent work pulled psychometric (DISC), competency and productivity data into one view, with Organization Strength Index and Human Asset Value matrices to guide workforce decisions.
The result
Assessments became more consistent and easier to explain, which improved employee trust. Automated Looker Studio reports reduced report production time by 25%.
Methods
Related talks
- Shifting Paradigms: Reevaluating Relevancy of Normal Distribution on Performance Calibration
- People Analytics Made Simple: Small Data, Big Impact