IBM
Case Studies
Leading jewelry retailer: Making smarter recruitment decisions with deep insight into the keys for sales success
Overview
Leading jewelry retailer: Making smarter recruitment decisions with deep insight into the keys for sales successIBM |
Analytics & Modeling - Predictive Analytics | |
Retail | |
Human Resources Sales & Marketing | |
Predictive Quality Analytics | |
Data Science Services | |
Operational Impact
The retailer conducted a follow up study to explore the correlation between the assessment rankings and participants’ actual sales performance after their first full year of employment. | |
The retailer has discovered that associates who score highly on their assessments are more likely to go on to win promotions. | |
With unprecedented insight into the indicators that predict higher sales performance, the retailer can make more informed decisions when it comes to hiring new associates—helping it build a strong sales team and drive continued commercial success | |
Quantitative Benefit
Associates with top assessment scores reported 36 percent higher sales compared to their colleagues and averaged USD26 more in sales per hour—the equivalent of USD52,000 more sales annually. | |
In total, top-ranked associates achieved some USD6.6 million more in sales than their counterparts. | |
The results also showed that top performers were seven times more likely to hit their sales targets and 75 percent more likely to reach their up-sell opportunity targets. | |