Industry Studies
Case Studies
Performance Snapshots
Validity Study/Quantitative Results
Industry: Retail
Position: In-Store Sales Representatives
Results
These top performers achieve over 310% more sales volume
than the bottom performers, averaging over 6 million dollars
in additional sales volume.
Criteria: This
statistical analysis is based upon a PI validity study
conducted with 61 in-store sales representatives. PI
validity studies are designed to determine the statistical
connections between PI profiles and superior job
performance. Quantitative Measurement Criteria is based upon
total sales volume as measured in quarters 1, 2 and 3 of
2002.
Industry
The client company is a nationally known consumer
electronics retailer. Products sold include televisions, DVD
players, and home, portable and car audio/visual products
such as wireless phones and car stereos.
Position
In-store sales representatives interact with customers to
sell them audio, video and mobile electronic products, and
to provide those customers with a high level of service.
Analysis
The results of the PI analysis indicate the top sales
performers for this retailer are statistically
differentiated by their Higher A Factors (Dominance) and
Lower B Factors (Extroversion). These factors indicate that
top-performing reps will view the sales process as a
"problem to be defined and solved", consequently asking a
series of diagnostic "what, how and why" questions. This
process, along with a boldness in asking questions the
customer didn’t think about and a willingness to take some
calculated risks in the sales process, enables reps to help
customers consider their entire "home entertainment
experience", as opposed to merely the one, smaller product
(such as a DVD player) that they initially came into the
store to buy. Clearly, this widens the sales opportunity.
