HOW YOU CAN USE PI® TO
IMPROVE YOUR ORGANIZATION'S
EFFECTIVENESS AND PRODUCTIVITY

Case Studies

Yankee Candle From manufacturing through retail sales, the Predictive Index® is making a difference at Yankee Candle.
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Bloomington Hospital, a client of ADVISA, a PI Worldwide® member firm in Indiana, provides comprehensive, high quality, cost-effective, and caring services to dozens of patients at dozens of outpatient locations, two hospitals and five physician practices. With the hiring rate of 400-500 employees a year, the Director of HR, brought in PI along with the PRO so he could get the insight needed to make the right hiring decisions.
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Retail / Automobile Dealerships
Automobile Sales Associates Three times as many auto sales.
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PI Wordwide Experts

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PI Worldwide Experts Videos - Nancy Martini - Competing in Hyper-Competitive Environments

Competing in Hyper-Competitive Environments
Hear from Nancy Martini, CEO, PI Worldwide as she identifies her top 3 tips for selling in hyper-competitive environments.
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Dr Todd Harris PI Worldwide Leadership Video Innovation

Dr. Todd Harris - Innovation
Hear from Todd Harris, Director of Research, PI Worldwide as he discusses the important role innovation plays in the workplace.
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Top Companies Choose Predictive Index®

"For the past two years we have been using
PI ®with our independent financial advisors as well as internally with our own staff. The tool has been a huge asset not only in recruiting but in managing and coaching as well."
"We have been offering the CFS Program, using the SSAT, for an advisor development program - with excellent results. So much so that we have purchased CFS to use internally with our own field staff.. They find the insight that PI gives into how someone naturally behaves allows our managers to better assess effectiveness, manage and coach their teams"
Ray Adamson,
Great West Life

Senior Executive Testimonials

Your program has brought awareness to our sales team that may not have been realized otherwise. The SSAT has and will continue to create opportunities . In conjunction with the PI® process I expect the SSAT program will become a vital part of our organizations success.
Brent Winterton Vice President
Quality Assurance & Human Resources
Chudleigh's Ltd.

"The Customer-Focused Selling™ program not only gave our sales team a methodology for the sales process but a hands-on roadmap that allowed them to effectively execute on sales opportunities. The result has been increased productivity and a new found confidence in dealing with prospects."
John Trimmer, CEO,
Call Tower

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Predictive Index® Performance Snapshot
Validity Study / Quantitative Results
Industry: Retail – Automobile Dealerships
Position: Automobile Sales Associates

Results
The top performing sales associates sold more than three times as many automobiles over a four-month period than the bottom performers.

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Criteria:This statistical analysis is based upon a PI validity study conducted with 94 sales associates. PI validity studies are designed to determine the statistical connections between PI profiles and superior job performance. The quantitative measurement criterion is based on average number of automobiles sold over a four-month period in 2007

Industry
The client company is a large automobile retailer with multiple dealership locations throughout the U.S, selling imported, domestic and luxury brands.

Position
Sales associates are responsible for understanding the features and characteristics of the new automobiles and sharing this knowledge with potential customers, resulting in a sale.

Analysis
The results of the PI analysis indicate that sales associates with superior sales performance are statistically differentiated by their Higher A Factors (Dominance), Higher B Factors (Extroversion), Lower C Factors (Patience) and Lower D Factors (Formality). These top sales performers are confident and persuasive in guiding the sales process towards reaching their goal (a sale) and are eager to keep the process moving along as quickly as possible. They independently and proactively utilize persuasion, not pressure, to close a deal and are skillful with the emotional aspects of the sale; connecting with prospects on an interpersonal level. Flexible and adaptable, they will rely on the ability to think on their feet (for example, when addressing potential customer objections) and will find their own way rather than following an established process. When interacting with prospects, they are more adept at selling intangibles such as ideas or concepts than technical or detailed product specifications. For example, they would spend more time discussing how an automobile brand or model makes a prospect feel (safe? high-status? cool?, etc.) than reviewing how the automobile’s braking system works. Driving, competitive and ambitious, they are comfortable with time pressures, accountabilities and deadlines (such as monthly sales quotas) and thrive in environments that feature a fast pace, variety and independent control of their own activities (such as wide latitude when offering prospects various financing options, etc.)

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