Selecting Sales Personnel

We introduced a new personnel selection method for the worldwide sales organization of an MRO provider.


The focus was on the sales-specific requirements profiles of:

  • ‘Sales Manager’
  • ‘Corporate Key Account Manager’
  • ‘Bid Manager’
  • ‘Product Sales Manager’

Initial Situation

The project was part of a worldwide Group restructuring program. The aim is to professionalize personnel selection and qualification throughout the worldwide sales organization. The project centers on the following newly created, specific sales roles: ‘Sales Manager’, ‘Corporate Key Account Manager’, ‘Bid Manager’ and ‘Product Sales Manager.’


  • Creating requirements profiles for the new sales roles
  • Designing methods and tools for defining relevant skills and personality traits
  • Introducing the personnel selection method in the worldwide sales organization
  • Designing and consistently applying an apt modular qualification portfolio