Case Studies
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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: Manufacturing Equipment Distribution
Position: Outside Sales Representatives
Results
The top performers achieved over 5 times more sales volume than bottom performers, averaging over $80,000 a month in additional sales.
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Criteria:This statistical analysis is based on a PI validity study conducted with 32 outside sales representatives. PI validity studies determine the statistical connections between PI profiles and job performance. Quantitative Measurement Criteria is based upon 27 months of sales volume.
Industry
The client company is a leading distributor of woodworking manufacturing equipment, offering training and service to their customers.
Position
Outside sales representatives are responsible for meeting established volume, profitability and business objectives, as well as serving as a liason between the company and its customers on product and service matters.
Analysis
The results of the PI analysis indicate the top performers are statistically differentiated by their significantly Higher A Factors (Dominance) and Lower C Factors (Patience). The top sales performers take control and guide the sales process, and do not hesitate to ask for the customers business. They are highly confident in their own knowledge and expertise. They will also be adept at "expanding the sales opportunity" by helping the customer think beyond initial parameters, in a longer term, more strategic framework. These people are independent self-starters. They set high standards for themselves (and others), and have a high level of self-confidence.
The top sales representatives work at a fast pace, and approach their workday with a sense of urgency and intensity. They can react and adjust quickly to changing conditions and apply practical solutions to address them. They are driven, and at ease multi-tasking; they often have a number of sales opportunities that they are working on concurrently. They have a strong drive in bringing the sales process to resolution.
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