{"id":1494,"date":"2022-11-05T08:50:00","date_gmt":"2022-11-05T08:50:00","guid":{"rendered":"https:\/\/www.talogy.com\/?post_type=case_study&p=1494"},"modified":"2026-07-30T19:07:16","modified_gmt":"2026-07-30T19:07:16","slug":"marlin-leasing-reduce-staff-turnover","status":"publish","type":"case_study","link":"https:\/\/talogy.com\/en\/case-studies\/marlin-leasing-reduce-staff-turnover\/","title":{"rendered":"Identify who has the right qualities and skills to succeed"},"content":{"rendered":"\n
\n
\n
\n
Home<\/a><\/span> \/ Case studies<\/a><\/span> \/ Identify who has the right qualities and skills to succeed<\/strong><\/span><\/span><\/div>\n\n\n

Identify who has the right qualities and skills to succeed<\/h1>\n\n\n\n

Client:<\/strong> Marlin Leasing\u200b<\/p>\n\n\n\n

\n
Connect with an expert<\/a><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/section>\n\n\n\n

Challenge<\/h2>\n\n\n\n

Marlin Business Services Corp.\u00ae is a US provider of commercial financing and depository products, specializing in innovative financial solutions for small and mid-size businesses. After the financial crisis of the 2010\u2019s, all eyes were on Marlin sales to grow very rapidly. To begin, they needed to hire 60-70 sales reps in a very short period of time, bringing Marlin\u2019s head count to 80 sales representatives. However, over the next year, close to half of those people left or were released. \u200b<\/p>\n\n\n\n

Their inside sales role, which requires being inside at their desks making 70 calls every day, is not the easiest job. And the turnover rate was alarming. In order to meet their sales goals and business objectives, the executive team at Marlin Leasing knew they needed to drastically reduce their turnover and improve productivity. Marlin Leasing determined it was time to re-evaluate how they went about finding\u2014and keeping\u2014talent.<\/p>\n\n\n\n

Solution<\/h2>\n\n\n\n

Marlin Leasing brought in Talogy to determine the personality profile of a successful Marlin \u200bLeasing sales representative. Marlin Leasing took its top 15 employees and put them \u200bthrough the Caliper Profile assessment.<\/p>\n\n\n\n

From there, they pulled aggregate results to determine what a top Marlin sales representative looks like. That gave the organization a blueprint for success in their sales roles.<\/p>\n\n\n\n

The organization also took a fresh look at how their salespeople were being trained and realized that they needed to invest more in their employees. They started \u201cThe Marlin Academy, \u201ca six-week intensive training program where participants learn all the skills needed for Marlin Leasing\u2019s business. Only those people who possess the requisite raw skills, as determined by the Caliper Profile results, are admitted to the Marlin Academy. The training is industry and company specific while also teaching generic sales lessons.<\/p>\n\n\n\n

In addition to identifying who has the right qualities and skills to succeed in Marlin Leasing\u2019s culture, the information the Caliper Profile provided is used for ongoing employee coaching and development.\u200b<\/p>\n\n\n\n

\n
\n
\n

The Caliper Profile helped me determine what a Marlin top sales rep looks like, and since we began hiring from that model, our turnover has dropped from nearly 50% to 16%.<\/p>\n\n\n\n

Ed Siciliano<\/p>\n\n\n\n

Chief Sales Officer, Marlin Leasing<\/p>\n<\/blockquote>\n<\/div>\n<\/div>\n\n\n\n

Outcomes<\/h2>\n\n\n\n

During the time Marlin Leasing began using the Caliper Profile, the company hired 62 people and only lost 10, which factors out to be 84% retention.\u200b<\/p>\n\n\n\n

Additionally, Marlin Leasing:<\/p>\n\n\n\n

    \n
  • Reduced turnover to better than the industry average\u200b<\/li>\n\n\n\n
  • Increased productivity to the highest it\u2019s ever been\u200b\u200b<\/li>\n\n\n\n
  • Decreased the cost of sales\u200b\u200b<\/li>\n\n\n\n
  • Increased profits for the company\u200b\u200b<\/li>\n\n\n\n
  • Created a predictable hiring model with a proven\u200b track record of return\u200b<\/li>\n<\/ul>\n\n\n\n
    \n
    \n
    \n

    Do you have a similar challenge? Talk to our experts.<\/h2>\n\n\n\n

    <\/p>\n<\/div>\n\n\n\n

    \n
    \n