Selection Impact on Retail Sales

Situation
A large nationwide retailer who hired thousands of Sales Associates every year, came to e-Selex.com requesting a method of selecting high quality employees from the many candidates who walked in the door.

Solution
e-Selex.com was commissioned to develop an assessment to predict sales performance and turnover. After conducting a job analyses, e-Selex.com developed a sales biodata predictor, using the items in the e-Selex.com sales question pool. The assessment validated well and was implemented nation-wide.

Results
The results were outstanding. In a follow-up validation study, the average monthly sales volume of those Associates that scored in the Highly Recommended range was $11,000 and $12,000 higher that those who score in the Not Recommended and Marginally Recommended range.




These numbers enable us to understand the utility of using the e-Selex.com assessment. (These utility numbers assume that without the assessment equal percentages of sales associates would have been hired at each level of recommendation.)

• Average utility increased gross sales following use of the predictor
  
  
• Total average monthly utility increased gross sales on 11,058 sales associates
  
  
• Total annual utility increased gross sales on 11,058 sales associates
  
  

• over $4,000 per hire per month
  
  
  
• over $45 million per month
  
  
  
• over $540 million