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Driving Sales Excellence in a Quota-Driven Environment

Mortgage

Industry

Residential Mortgage Lending

Challenge

The mortgage subsidiary of a national homebuilder needed a reliable, science-based method to identify and hire sales and marketing representatives capable of consistently meeting or surpassing ambitious sales quotas.

Results

By adopting PSP Metrics’ sales assessment, the mortgage subsidiary gained aconsistent, data-driven method to identify top-performing candidates. This led tostronger sales outcomes and higher quota attainment across the national team:71% of representatives met or exceeded their quotas, with 38 achieving 100–120%of target, 34 surpassing 120%, and only 29 falling short.

Solution

PSP Assessment, Sales

38%
Met 100-120% Quota
34%
Exceeded 120% Quota
71%
Met or Exceeded Quota Overall

“We were thrilled to see the clear impact of the assessment—higher scorers consistently sold more mortgages and achieved greater quota attainment than their peers. The results speak for themselves.”

Marisa Seeds, PhD

Chief Product Officer, PSP Metrics

Home Builder

Executive Summary

A leading U.S. homebuilder’s mortgage lending arm sought to improve quota attainment across its nationwide sales force. By partnering with PSP Metrics, the company implemented a scientifically validated assessment that identified candidates most likely to succeed in high-pressure sales roles. The results were clear: higher scorers consistently outperformed peers, driving stronger sales outcomes, higher quota attainment, and a more reliable process for building a top-performing sales team.

About the Company

The client is the mortgage subsidiary of a leading U.S. homebuilding enterprise. Operating in two primary segments—homebuilding and mortgage banking—the parent company serves homebuyers in dozens of cities across the eastern United States. With a reputation for quality and scale, the organization is among America’s most respected homebuilders.

The Challenge

A national homebuilder’s mortgage business faced a critical business challenge: ensuring its mortgage sales and marketing representatives consistently met or exceeded ambitious
sales quotas. With a large, geographically dispersed team, leadership needed a reliable and scalable method to pinpoint candidates with the right competencies, temperament, and resilience to succeed in a quota-driven environment. Previous approaches lacked consistency, making it difficult to hire effectively or compare performance across markets.

The Solution

To address this challenge, the company partnered with PSP Metrics to implement a validated sales assessment specifically designed to measure the traits most predictive of success in mortgage sales. The tool provided a standardized, science-based framework for screening candidates nationwide. By applying this consistent model, the company could more accurately identify high-potential talent, reduce hiring variability, and set a new benchmark for sales excellence across the organization.

The Results

The implementation of PSP Metrics’ assessment produced measurable, enterprise-wide impact. Among the mortgage sales and marketing representatives evaluated:​

  • 71% met or exceeded their sales quotas​
  • 38% achieved 100–120% of quota​
  • 34% exceeded 120% of quota​

The data demonstrated a clear correlation: employees who scored higher on the assessment consistently delivered stronger sales performance and higher levels of quota attainment, validating the predictive power of PSP Metrics’ approach.

Key Takeaway

By integrating PSP Metrics’ sales assessment into its hiring process, the mortgage subsidiary transformed quota attainment into a scalable, repeatable outcome. The company now has a reliable method to identify, hire, and develop top-performing sales talent—ensuring stronger sales outcomes and greater organizational success.

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