Success in the highly-competitive brick-and-mortar retail industry requires competent salespeople who can build valued, trusted relationships with prospective buyers.Customer
A well-respected home furnishing chain that combines broad selection, aggressive pricing, and a family atmosphere.Challenge
To increase the sales performance among its commission-based Retail Sales Specialist population, increasing revenue, while maintaining their reputation for service excellence.Solution
Logi-Serve implemented our Service and Sales Assessment, along with a customized benchmark generated from the competency profiles of high-performing Retail Sales Specialists. The resulting profile captured the array of competencies required to excel at sales and still maintain high customer service.Results
The Assessment successfully differentiated between high- and low-performing Retail Sales Specialists.
The commission-based Retail Sales Specialists who scored in the top 25% on the Logi-Serve Assessment sold an average of 5.7% more than those in the bottom 25%. The overall financial impact of being able to identify high performers was estimated to be nearly $5.0M annually.