Logi-Serve implemented our Service and Sales Assessment and calibrated it to a custom scoring benchmark based on the competency profiles of high-performing incumbents. The resulting studies showed that the annual per person financial benefit of High Logi-Serve scores was $6k – 19k over Low Logi-Serve/untested candidate sales. In a workforce of 500 employees, this represents an annual financial benefit of between $3M and $9.5M.

Customer

Known for being a home furnishings and electronics retail giant.

Challenge

Predict job success and tie predictions to financial results.

Solution

Logi-Serve implemented our Service and Sales Assessment and calibrated it to a custom scoring benchmark based on the competency profiles of high-performing incumbents. The resulting profile captured the array of competencies required to excel at sales and still maintain high customer service.

Results

A post deployment study was conducted to evaluate the predictive power and financial impact of selecting applicants that scored high vs low on the Logi-Serve assessment. The assessment successfully predicted and identified higher from lower performing sales representatives pre-hire.

The organization also hired a group of sales representatives without the assessment and we compared this group against the performance of high scoring applicants. The data clearly showed that hiring decisions made with Logi-Serve assessment scores in mind were of significantly higher quality, leading to significantly better sales performance in those that were tested vs those that were not tested.

Some of the key results are summarized and shown in the charts below:
Intermediate and high LS scorers outperformed low LS and untested candidates in terms of number of sales orders and net sales over the 2020 year, in spite of the influence of the COVID-19 pandemic (and after taking into account any furloughs that may have affected sales opportunities).

High LS candidates generated 183 more orders than Low LS candidates and 575 more orders than untested candidates in 2020). Extending from these metrics, the annual per person financial benefit of High LS: $6k – 19k over Low LS/untested candidate sales. In a workforce of 500 employees, this represents an annual financial benefit of between $3M and $9.5M.

Intermediate to high LS candidates outsold Low LS/untested candidates by around $6000 per week (which equates to an impact of nearly $300,000 annually per sales representative).

Average net sales were significantly higher for intermediate to high LS scorers than low LS/untested candidates. The average observed financial impact of these effects was that High LS candidates outperformed Low LS candidates by approximately $180,000 and untested candidates by approximately $398,000.

Financial Impact

Extending from the observed effects in the present data, using the Logi-Serve assessment predicted candidate success and resulted in tens of millions of dollars in direct revenue by simply selecting high vs low scoring applicants. Logi-Serve is one of only a few evidence-based assessments proven to predict human work performance and lead to substantial financial impact.