Research Study: Predicting Account Executive Performance Using Advanced Analytics

Transforming Sales Professional Hiring with Analytics and Performance-focused Strategies

Account Executive research

Predicting Account Executive Performance Using Advanced Analytics

It’s well understood that hiring account executives for enterprise B2B sales roles is a proposition fraught with risk. This study, based on this Lou Adler post, aims to change that by combining the power of Performance-based Hiring with the latest data analysis tools including AI, ML and predictive analytics.

By benchmarking best practices at each step in the sales process from lead generation and territory management to the final close and implementation support it’s possible to isolate the drivers of exceptional AE performance.

Since the data requirements to validate the results are quite large we are looking for 15-20 different companies from various industries and company sizes to send 6-8 teams of sales managers and recruiters to participate in the study.

Contact us if you’d like to learn more and for various ways to participate.

The aim of the study is to validate the anecdotal evidence we’ve developed to determine which factors best predict post sales performance and reduce turnover while increasing motivation, job satisfaction and performance.

What is the process of the study?

  • Mapping out the sales process and developing key metrics for success.

  • Sourcing AEs using a variety of unique channels with a heavy focus on referrals.

  • Customizing the performance-based interview and talent scorecard for specific AE roles and developing clear hiring decision criteria based on the success metrics.

  • Tracking the AEs’ post hire performance at regular intervals using a variety of collection tools.

  • Conduct the analysis and present group and custom results.

  • Phase 2: Implement the process company-wide.

How To Learn More And Participate

We’ll be hosting a series of webinars with our data team and study participants to answer your questions and discuss different ways to get involved. If you are interested in participating in the study or want to learn more about it, please fill out the form below or email us at

We will get back to you as soon as possible with more information and eligibility criteria.

Thank you for your interest and we look forward to hearing from you soon.

Performance-based Hiring–
Account Executive / Sales Hiring Research Study Interest Form
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