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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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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 - 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
Position: In-Store Sales Representatives
Results
These top performers achieve over 310% more sales volume than the bottom performers, averaging over 6 million dollars in additional sales volume.
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Criteria: This statistical analysis is based upon a PI validity study conducted with 61 in-store sales representatives. PI validity studies are designed to determine the statistical connections between PI profiles and superior job performance. Quantitative Measurement Criteria is based upon total sales volume as measured in quarters 1, 2 and 3 of 2002.
Industry
The client company is a nationally known consumer electronics retailer. Products sold include televisions, DVD players, and home, portable and car audio/visual products such as wireless phones and car stereos.
Position
In-store sales representatives interact with customers to sell them audio, video and mobile electronic products, and to provide those customers with a high level of service.
Analysis
The results of the PI analysis indicate the top sales performers for this retailer are statistically differentiated by their Higher A Factors (Dominance) and Lower B Factors (Extroversion). These factors indicate that top-performing reps will view the sales process as a “problem to be defined and solved”, consequently asking a series of diagnostic “what, how and why” questions. This process, along with a boldness in asking questions the customer didn’t think about and a willingness to take some calculated risks in the sales process, enables reps to help customers consider their entire “home entertainment experience”, as opposed to merely the one, smaller product (such as a DVD player) that they initially came into the store to buy. Clearly, this widens the sales opportunity.
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