Customer Story:

Building a Sales-Centric Retail Culture: $546K Sales Lift Through Smarter Hiring

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Transforming Manager Selection in Building Supply

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Challenge:

To align with the company's strategic vision of a more sales centric operations culture, the talent strategy needed to align and drive retail manager sales and develop operations management staff sales competence with a focus on commercial sales customers. Sales performance lagged as the organization shifted focus from traditional customers to a commercial/contractor focused strategy.

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Solution:

The company developed performance-aligned assessments incorporating behavioral/personality metrics and situational judgment testing calibrated to both management and sales performance indicators.

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Outcome:

The new selection process improved quality of hire by 20%, leading to an average store revenue increase of $4,700 ($516,000 across all stores). Implementation across 436 North American stores demonstrated clear ROI through improved sales metrics and management effectiveness.

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• $516K total revenue sales lift across all stores from improved retail manager selection.

• 20% improvement in quality of hire led to stronger sales and management performance.

• $4,700 average revenue increase per store after implementing the new selection process.