Customer Story:

Retail Manager Assessment Case Study: 20% Improvement in Quality of Hire

How a building supply retailer used pre-employment assessments to strengthen manager selection and support a more sales-focused retail strategy.

Industry: Building Supply Retail
Topic: Retail Manager Selection

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Challenge:

A building supply retailer was shifting its strategy toward a more sales-focused operating culture, with greater emphasis on commercial and contractor customers.

To support that change, the company needed its talent strategy to evolve as well. Retail managers needed stronger sales capabilities in addition to traditional operations management skills. At the same time, sales performance was lagging as the organization transitioned toward its new commercial customer strategy.

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Solution:

ForPsyte developed a performance-aligned pre-employment assessment battery for retail manager selection.

The assessment combined behavioral and personality measures with situational judgment testing and was aligned with actual management and sales performance indicators. This gave the organization a more consistent, data-driven way to identify manager candidates with the characteristics associated with success in its evolving retail environment.

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Outcome:

The new manager selection process resulted in a 20% improvement in quality of hire and stronger store-level sales performance.

Managers selected through the improved assessment process were associated with an average $4,700 increase in store revenue, demonstrating the business impact of aligning hiring criteria with both management effectiveness and the organization’s sales strategy.

The assessment approach was implemented across 436 North American stores, creating a consistent selection process for retail management roles across the organization.

• 20% improvement in quality of hire through performance-aligned manager selection

• $4,700 average increase in store revenue associated with the improved selection process

• Implemented across 436 North American stores to create a consistent approach to retail manager hiring

• Manager selection aligned with both sales and operational performance as the company shifted toward a commercial and contractor-focused strategy