For the second segment of the study, researchers spoke with 441 newly hired Semilla salespeople and 401 people in a comparison group with similar characteristics. The team collected data at two points in time to assess changes in poverty for both groups, tracking economic factors such as household and individual incomes, income stability, savings and changes in debt at the household level. The team also investigated changes in empowerment, communication skills, sales skills, self-esteem (a sense of worth and value), self-efficacy (a belief in one’s ability to change their life) and parenting. One of the study’s findings was that Semilla did indeed increase workers’ self-efficacy. This prompted the team to take the assessment one step further and evaluate whether any of the impacts measured were associated with higher sales or retention — areas that Semilla was looking to improve. Further analysis revealed a positive relationship. “We always look for opportunities for enterprises to use social impact data to inform adaptive management and improve operations,” said Heather Esper, senior program manager with the Performance Management Initiative. “But this was a particularly exciting finding, as it was related to some of the main challenges Semilla was then facing.” Included in the study report were recommendations that Semilla provide additional training to its employees to increase self-efficacy and as a result hopefully retention and sales, and that it regularly monitor employee well-being indicators to inform management decisions. As for Guerrero, her experience at Semilla has given her the confidence to consider starting her own business. But the most satisfying outcome of working is evident in the relationship with her son, who often asks, “How did it go, Mommy? How much did you sell today? Did you achieve your goal?” He’s also developed a new title for his mother: “My hero.” Performance Measurement A Semilla trainer speaks to the women before they leave for their routes. Semilla images courtesy of Danone Ecosystem Fund. 38 William Davidson Institute