Talent Predicts Current and Longitudinal Sales Excellence

the concept

Recommended Client Advisors Consistently Performed Above Average in Sales Year-Over-Year

Despite a tough market, this Talent Plus Client Partner experienced the positive impact and organizational benefits of holding out for top talent.

Company Details

Concept:

Recommended Client Advisors consistently performed above average in sales year-over-year

Solution:

Sales Associate (TOA ®) and Sales Performance Rating Scale

Industry:

Luxury Retail

Company:

Fashion Retailer

our impact

Talent Predicts Current and Longitudinal Sales Excellence

The Talent Plus Sales Associate TOA predicts who will have higher longitudinal sales, higher sales overall, and individuals who are more likely to be top performers in the sales organization. Improved ROI can be achieved by selecting Recommended Client Advisors and holding out for top talent on the Sales Associate TOA.

By doing just this, our client’s Recommended Client Advisors consistently performed above average in sales year-over-year, while those Not Recommend consistently performed below average.

These outcomes are even more powerful when you align Recommended individuals with Themes of Significance. This client found that the most successful individuals shared the themes of Purpose and Positivity, which equated to consistently higher sales.

When understanding 2021 SPH (Sales Per Hour), the size of the store (Store Volume), the tenure of the employee (Tenure) and Talent are all a part of the story. For employees who have worked for this fashion retailer for less than two years, regardless of whether they are in a small, moderate or large store, Recommended employees are selling more per hour than Not Recommended employees.

For employees who have worked for this fashion retailer at or more than two years, Recommended and Not Recommended employees have the same SPH in small and medium-sized stores. However, as stores get larger (stores making roughly $8 million or more), Recommended employees are selling significantly more than Not Recommended employees.