PMaps Case Study_ A Leading Retailing Company.... We provide assessments for customer service assessment, sales assessment, managerial assessment, high potential assessment, channel sales assessment To know more about psychometric assessments, visit our website!

1. CASE STUDY
A Leading
Retailing Company

2. 1
2
3
Industry:
Retailing
Employee
Strength:
2000+
Country:
India
About the Client

3. Understanding the behaviors required
for role success.
Lack of data and tools for
hiring.
Using the pilot study to provide data
for hiring.
2.
Unstructured and time-
consuming interviews.
Using PMaps digital hiring,
interviewing, and onboarding tools.
3.
Hiring sales executive with
the right skills.
1.
Challenges and Solutions

4. PMaps provides digital hiring tests, as well as onboarding solutions to assess the
skills required in the role of entry-level Retail Sales Executives.
1
Pilot Study
PMaps conducted a Pilot Study for existing
employees to determine:
Right
fitment
Competencies
for the role
2

5. Pilot Study: Data
Emotional
Stability
Assessed
Competencies:
Job Description:
JOB ROLE
Retail
Sales
SECTOR
Sales and
Marketing
HIRE LOCATION
Mumbai
MODE
Android,
Desktop, iOS
Growth
Mindset
Social
Skills
Coachability Dutifulness

6. Dependent count:
1-4
Location:
Uttar Pradesh
Sample Size:
350+
Age:
30-35
Gender:
Male
Marital status:
Married
Pilot Study: Statistics
Department:
Sales and marketing
Designation:
Senior Executive
Total experience:
>8 years
Zone:
North

7. Key Finding
Growth
Mindset
Social
Skills
Coachability
The dominant findings in the sales executives
that helped in predicting high performers.

8. High Performers Low Performers
Growth Mindset 71.1% 45.73%
Coachability 45.87% 27.50%
Social Skills 85.87% 48.17%
Top Three Competencies Driving Sales Performance
45.87%
These three competencies distinguish a high performer from a low performer.
They can identify and filter out candidates that are not performing well in the
retailing sector.

9. Growth Mindset
64%
27%
9%
Social Skills
Coachability
Factor Loading
The emphasis given to the three competencies is as follows. These factor
loads are susceptible to change based on new performance data.

10. Highly determined
Focuses on monetary benefits
Highly ambitious and competitive
Displays a high drive to perform
Growth Mindset
1.
As a salesperson, their need for achievement leads to higher performance. Their main aim is to strive
towards the goal while maintaining the quality. High performers are highly determined, have a
stronger focus, and therefore it leads to good results. They try to outperform their teammates in
order to garner a large bonus. They focus on monetary benefits, rewards and material recognition as
a motivating factor.

11. Creative sellers know how to go beyond the problem at hand and come up with unique, customized
solutions to help the clients. Creative salespersons are inclined to continuously brainstorm and come
up with ways to surprise and enchant customers --to create great customer experiences. Creative
sales professionals take time to properly understand how their product will exclusively help the
customer. If any client pushes back with a problem, they tend to creatively find answers to the
problem.
Generates creative ideas
Are imaginative thinkers
Focused on the bigger goal
2. Coachability

12. They find it easy to connect and build a rapport with people. They are able to address large groups
without any hesitation. They are able to introduce themselves confidently to new prospects and
initiate conversations or sales pitches with confidence. Such individuals are able to outperform in
sales roles as they are very effectively able to communicate with customers and clients. Their
outgoing personality enables them to engage with diverse populations.
Are able to effectively interact
Likes being appreciated
Likes being the center of attention
3. Social Skills

13. 1. Office Recognition 2. Handsome Salary
Motivating Factors for High Performers

14. The Pilot helped PMaps in
developing a job & sector specific
construct scientifically that could
measure on role-performance of an
individual by following the method
of Test development from research,
focused group discussion, test
creation to validation; and hiring of
front-line Retailing sales executives
through our quick, automated, fun,
and language-agnostic assessment
solutions.
Pilot Success

15. Hire the
best sales
executive
Use our integrated
video interviewing
platform
Select right hire
based on the
psychometric sales
assessment
Determine the right
competencies and
behaviors through
the Pilot
2
4
3
1
Interview
Attract
Select
Measure
To be precise, PMaps helps organizations to:

16. To know more, Visit our website:
www.pmapstest.com
support@pmaps.in