Case Study: Nissan achieves predictable sales performance and optimized talent with The Predictive Index

How Nissan saved millions of dollars and created a stronger salesforce by taking a closer look at their talent strategy

Nissan, a global automotive manufacturer, needed to demystify and scale sales success across its North America field sales force of 253 reps. To bring metrics-based rigor to hiring, onboarding, and skills development in its Field Sales Academy, Nissan partnered with The Predictive Index and used The Predictive Index® assessments and PI’s Customer Focused Selling workshop to better predict and replicate high sales performance.

Working with a PI Certified Partner, Nissan created Job Targets for Dealer Operations Manager, Fixed Operations Manager, and Financial Service Manager roles, gave the PI Behavioral Assessment to all field reps, and used the PI Selling Skills Assessment Tool to identify gaps. After targeted training (PI Customer Focused Selling), SSAT scores rose by 10% to surpass industry averages; 80% of top performers were strong matches to Job Targets and none were poor matches, while 70% of low performers were poor or moderate matches. The Predictive Index’s methodology helped quantify the link between fit and results, informed HR hiring decisions, and highlighted an estimated $90M revenue impact from underperformance.

Nissan

Joan Jones

Senior Manager