Topaz Case Study

Education Media Company Hires 4 Top Performers Using Sales Hiring System

Services Delivered

Sales hiring system

Sales workshops


ECS Learning Systems

Established in 1982, ECS Learning Systems is a San Antonio, TX-based Integrated Standards Prep company that equips over 500,000 students annually with the knowledge and tools necessary to complete tests confidently. Using an award-winning system, ECS Learning offers computer adaptive learning solutions to help all children reach their full potential to succeed and excel. 


Strategic Recruiting

Attracting candidates for senior roles with customer-centric sales skills presented a significant difficulty.

Recognizing Talent

The ECS leadership team struggled to pinpoint candidates with true sales skills beyond industry jargon.

Skills Integration

The sales team struggled to effectively integrate their sales goals with their industry experience and knowledge, resulting in unsuccessful customer interactions.


Addressing Challenges in Sales Hiring

Initially, we introduced our Metahire sales hiring system exclusively for their leadership. This program focused on sharpening their abilities to discern candidates poised for success within their specialized market. Our system helped ECS:

    • Use the Metahire tools and process to screen for the sales skills needed to grow their business.

    • Be more focused on identifying top sales talent with a customer-focused mindset (vs. a subject matter expert)

    • Get them out of their comfort zone to challenge their recruiting team to perform better and find suitable candidates for available roles.

    • Do the hard work on the front end, making the right hires to avoid the costly mistakes on the backend making the wrong hire.

Enhancing Sales Skills

Buyer Facilitator sales training workshops were on-site sessions aimed at new hires and the existing team, encompassing live coaching and group training. The curriculum was meticulously designed to cover essential skills such as rapport-building, pain discovery, and setting clear guidelines, equipping the ECS team to excel in their sales roles. The workshops guided ECS to:

    • Focus on customer issues and challenges rather than the education solution they provide

    • Be dynamic in their approach towards sales by uncovering prospects’ problems and pain points directly.

    • Waste less time on prospects who weren’t likely to convert into paying customers.


"As an instructor, Jorge demonstrated the skills he taught. As a consultant, he listened, advised, and tailored his program to our needs"

Mary Jo Eldrige

"The ECS team came ready to learn!"

Jorge Chavez
Topaz President
Top Performing Salespeople
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Using our sales hiring system, ECS has successfully hired and onboarded four new sales candidates who have become fantastic assets for the company. Their hiring team spends far less time wasted on low-quality candidates, freeing up resources to interview other candidates for available roles in sales and other departments. Their existing and newly hired salespeople have thrived after our Sales Workshops and now genuinely see themselves not as sales reps (focused on selling something) but as Buyer Facilitators (helping people buy).  They can confidently reach customers with an effective and efficient sales process that meets ECS Learning’s customer-centric company standards.