Scaling Retail Performance with TEIQue
An illustrative application in a UK multi-site retailer
The Mystery
"Same profile, different results." This perplexing pattern emerged when two professionals with seemingly identical psychometric scores were achieving dramatically different outcomes in the workplace.
Despite sharing the same 35% Assertiveness score on TEIQue© and similar DISC profiles showing high Steadiness (S), one was thriving while the other struggled with influence and challenging conversations.
What invisible factors were at play?
The Investigation
An expert coach deployed a dual-lens approach using both DISC and TEIQue© assessments to solve this mystery. The focus was on two professionals (Candidate A and Candidate B) who appeared identical on paper but performed worlds apart in practice.
- Online assessment delivery for consistency
- In-depth one-on-one feedback sessions that went beyond the numbers
- Comparative analysis that looked for patterns across multiple trait EI facets
- Real-world application discussions to connect assessment results with workplace realities
The Breakthrough Discovery
During feedback sessions, a remarkable insight emerged. Behind the identical 35% Assertiveness scores lay fundamentally different realities:
Reflected a perceived inability to be assertive – a genuine belief they couldn't effectively express perspectives or advocate for their positions.
Further investigation revealed significantly lower Self-Esteem compared to Candidate B.
Represented a strategic choice to deploy assertiveness selectively – they possessed the capability but deliberately chose when and where to use it based on context.
Variations appeared in crucial facets like Empathy, Emotion Perception, and Adaptability.
- Value – how important they consider the trait
- Ability – their perceived competence
- Application – how much they choose to use the trait
- Situation – specific contexts where they deploy the trait
Transformative Impact
- One-on-one feedback became non-negotiable – scores alone tell only half the story
- Development plans became highly personalized even for seemingly similar profiles
- Intervention strategies diverged dramatically – Candidate A needed confidence-building while Candidate B required optimization of existing skills
- The organization gained a powerful new lens for understanding performance differences
The Path Forward
This breakthrough sparked several innovations in assessment methodology:
- Enhanced pre-assessment guidance clarifying that rankings reflect personal perceptions
- Redesigned feedback protocols that systematically explore reasoning behind self-rankings
- Development of sophisticated comparison matrices connecting DISC and TEIQue© patterns
- Creation of video guidance materials to improve assessment completion and interpretation
This case illuminates the extraordinary power of combining behavioral and trait emotional intelligence assessments with skilled interpretation, revealing hidden dynamics that can transform potential into performance.
