领先的珠宝零售商：深入了解销售成功的关键，做出更明智的招聘决策
公司规模
Large Corporate
地区
- America
国家
- United States
产品
- IBM Kenexa Behavioral Assessment on Cloud
实施规模
- Enterprise-wide Deployment
影响指标
- Productivity Improvements
- Revenue Growth
技术
- 分析与建模 - 预测分析
适用行业
- 零售
适用功能
- 人力资源
- 销售与市场营销
用例
- 质量预测分析
服务
- 数据科学服务
关于客户
客户是一家领先的珠宝零售商，在美国经营着数百家门店。该公司专注于推动销售和业务增长，而这在很大程度上取决于吸引和留住技术熟练、积极进取的人才。该零售商正在寻求改进其销售助理招聘方法，旨在找到一种更准确的方法来评估新申请人，并确定他们是否具备成功发展其职位并为公司持续增长做出贡献所需的素质。
挑战
这家珠宝零售商在美国经营着数百家门店，面临着吸引和留住技术熟练、积极进取的人才以推动销售和业务增长的挑战。该公司希望改进其销售助理招聘方法，并寻求一种更准确的方法来评估新申请人，并确定他们是否具备成功发展其职位并为公司持续增长做出贡献所需的素质。挑战在于找到一种方法来确保申请人具备适合这份工作的技能，并且他们适应公司的文化和工作方式。
解决方案
该零售商向 IBM 寻求帮助，使用 IBM Kenexa Behavioral Assessment on Cloud 开发定制的销售助理评估。该公司与高级管理人员、主题专家和高绩效员工举行了焦点小组讨论，以确定并排列这些人认为对成功绩效至关重要的特质。根据结果，该公司创建了一份与销售助理成功相关的主要特质的候选名单。然后，该零售商在众多现有销售助理中进行了一系列试验测试，并给出了一系列绩效排名，以确定某些特质与销售绩效之间的相关性。然后，它完善了评估，创建了一个尽可能简短但仍然涵盖所有关键要求的最终版本。评估根据参与者对标准的得分将他们分为三组：不推荐、谨慎行事和推荐。
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