SBI CONSULTANT QUANTITATIVE

ASSESSMENT
Pre-Hire Assessment

2018

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 SCENARIO 1: CUSTOMER
SPEND & PRODUCT DATA
2

Copyright © 2018 by Boston Consulting Group. All rights reserved.

 PROVIDED EXCEL FILE DETAILS SEGMENTATION ANALYSIS BASED
ON CUSTOMER AND PRODUCT PURCHASE DATA

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 SURVEY
SCENARIO 2: SALES REP

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 SCENARIO #2 – DATA INTERPRETATION

• Scenario: You are analyzing sales rep survey data to uncover findings
and insights to support a go-forward recommendation
• Data Set: Sales Rep Survey
• Questions:
1. What is the approximate average spend per customer in each region?
- What is the approximate average spend per customer, by tenure, in each region?
- What insights do you generate from these findings?
2. What is the breakdown of selling vs. non-selling time in each region?
- What are the top 3 non-selling activities impacting this distribution?
- Using the data from other questions, why do you believe this is the case?
3. What are the 3 most relevant insights you uncovered when analyzing the question
about what impacts a sales rep’s ability to make quota (columns BO-BU)?
4. Based on the survey questions and responses, what 2 recommendations would you
make to this client? Use data and text to support your recommendations.

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 SALES REPS SELF REPORT ONLY ~40% OF TIME IS SPENT SELLING
WITH SEVERAL PAIN POINTS LEADING TO HIGH NON-SALES TIME

East & Mid-Atlantic regions Top 3 non-selling activities Multiple issues contributing
spend most time selling consume ~30% of time to high non-selling time
Percent Percent
Region Selling Time Non-selling Activity of Time • Several responses point to
lack of understanding on
East 43% Fixing installation/repair/billing issues 10%
Frontier's products which can
Travel time 10% increase deployment issues
Mid-Atlantic 41%
Meetings 9% and lead to additional travel /
West 39%
Order fulfillment 8% meetings
National 38% Billing 7%

Mid-West 35% Other administrative duties 7% • Lead assignment is unclear

Giving or receiving coaching 3% which may contribute to more
Central 35% meetings and high travel time
In the field with reps 2%
Total 40% to customers outside assigned
Self directed education 2%
territory
Selling time comprised of: Presenting and selling Education from training department 2%
to customers, Presenting and selling to prospects,
Cold calling, Going door to door, Following up on Recruiting / generating candidates 1%
leads, Other prospecting activities
Total 60%

Note: Entries that had missing or impartial time data omitted

12/2/2019 Source: Sales Rep Survey Data; SBI Analysis SBI Proprietary & Confidential. All rights reserved. 6
 SELLERS CONFIDENT IN COMPETITOR KNOWLEDGE &
MANAGERS, BUT LESS SURE ON TARGETED ACCOUNTS & LEADS

"Do you agree with this statement and believe it % of respondents

impacts a rep's ability to make quota?" answering "Yes"

Reps understand how to sell against the competitors in the

83% More than 75% of reps confident in
market
competition knowledge and manager
Reps have a manager who is highly effective at coaching 79% support

Reps know the needs and pain points of all the stakeholders
66% Only ~55-66% of reps are confident in
involved
Frontier's products and knowing
Frontier’s products' ability to solve market problems 55% stakeholder's needs and pain points

Frontier has given reps a prioritized and targeted account list

55% Reps not confident in Marketing-
to help them determine how best to use their time
generated leads and lukewarm on
Reps receive a sufficient quantity of quality, Marketing-
27% targeted account list
generated leads

Reps have a quota which is set too low 5%

12/2/2019 Source: Sales Rep Survey Data; SBI Analysis SBI Proprietary & Confidential. All rights reserved. 7
 NEED FOR ADDITIONAL PRODUCT TRAINING AND LEAD
CLARIFICATION WERE COMMON THEMES THROUGHOUT SURVEY
Additional product training will help Clarifying lead assignment can
reps sell to technical roles reduce frustration amongst reps
• On a scale of 1-5 with 5 being most confident, • ~60% of reps clearly state that managers distribute
reps averaged: leads fairly, while ~40% reps are not confident in
– 2.9 on Frontier product training the lead distribution process
– 3.2 on products ability to solve market – Several open-responses point to managers
problems "playing favorites"
– Some mention of using "relationships with
• Reps most often engage with other departments" to get leads
technical roles (i.e. CTO, IT
Director) during selling process • Only 27% of reps believe they receive a sufficient
quantity of quality, Marketing-generated leads
• Reps consistently mentioned
"bandwidth", "speed" and "SIP" as • Establish KPIs that tie to lead distribution to
emerging industry trends their enhance clarity
customers look for

12/2/2019 Source: Sales Rep Survey Data; Wordle; SBI Analysis SBI Proprietary & Confidential. All rights reserved. 8
 Connect with Salesforce admin to schedule data pull for
customer spend data

Shadow sales reps to identify specific pain points and

NEXT STEPS possible solutions related to high non-selling time

Copyright © 2018 by Boston Consulting Group. All rights reserved.

Conduct interviews with sales reps and managers to
better understand gap in account lists and marketing-
generated leads

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 SCENARIO 3
10

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 SCENARIO #3 – BUSINESS ANALYST SKILLS

• NOTES: Please use a Business Intelligence tool to complete this scenario. By BI tool we
mean Qlik, Tableau, R (for predictive) or variations of your choosing. Another example
is Alteryx. Note; free trials of these tools are available if needed.

• Scenario: Use Data from Scenario 1 and leverage data visualizations tools, statistics
and/ or predictive capabilities.

• Tasks:
1. Use data visualization tools to provide insights into current customers
2. Use your analyst skills to describe which are the critical data fields in the customer data e.g.
leverage correlations, statistics etc
3. Leverage information from step 2 to build a predictive model that estimates remaining
potential in customers and total potential with prospects
4. Use data visualization tools to advise where the client should focus efforts in order to
maximize revenue gain

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 APPENDIX
12

Copyright © 2018 by Boston Consulting Group. All rights reserved.

 SCENARIO #1 – DATA ANALYSIS

• Scenario: You are conducting a segmentation exercise for a client in

the Robotics and Aerospace industry
• Data Set: 5 Year Customer Spend & Product Data
• Questions:
1. What 3 industries generated the most revenue in FY2015?
2. What 3 territories have shown the greatest revenue growth from FY2013 to FY2015?
3. Who were the 10 largest new customers acquired in FY2014?
4. What was the churn rate from FY2012 to FY2013?
5. What Product Group had the highest average price per unit sold?
6. What was the average number of products purchased by client?
7. What was the CAGR for each Market Group from FY2011 to FY2015?

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 INSTRUCTIONS FOR COMPLETING THE QUANTITATIVE
ASSESSMENT
• This document contains the instructions and actions required for completing the pre-
hire quantitative assessment
• The quantitative assessment consists of three separate parts
1. Data Analysis – Manipulating data to generate findings
2. Data Interpretation – Organizing and analyzing data to generate findings and insights, as
well as provide a recommendation
3. Business Analyst Skills – Use data provided with a business intelligence tool to analyze data
and provide insights

• Each part consists of a scenario, a data set and a series of questions to complete. The
following two slides contain this information.
• Please use the two corresponding Excel files (attached in email) to complete the
exercise. Insert answers either in the Excel file or create a subsequent section in this
presentation. Please be ready to share your work.
• Upon completing please send all materials back at least 24 hours in advance

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