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: Financial Services
Position: Outbound Telesales Agent
Results
The top performers achieved over 164 times the average monthly sales volume than bottom performers
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Criteria: This statistical analysis is based upon a PI validity study conducted with 124 Outbound Telesales Agents. PI validity studies are designed to determine the statistical connections between Predictive Index profiles and superior job performance, and are conducted at no cost for PI clients. The quantitative measurement criterion is based on average monthly dollar amount collected from borrowers over a three-month period.
Industry
The client company is a financial services company that services non-performing commercial and residential mortgage loans.
Position
Outbound Telesales Agents are responsible for calling on delinquent accounts, making contact with borrowers, and securing commitments for payment.
Analysis
In examining the difference between the PI patterns of the top and bottom Telesales Agents, the most significant factor is the B Factor (Extroversion). Top performing Telesales Agents are significantly more extroverted. This results in a person who is more able to quickly connect socially and interpersonally with a customer or prospect, and is a lively, fluent and persuasive communicator. During their conversation with a customer or prospect, they will be warm and socially poised, and will be on the lookout for ways to bond with the person. These top performing Telesales Agents are more naturally outgoing, enthusiastic, and optimistic. Because of the width of their “B over A” spread, by nature they attempt to see the other person’s concerns, needs and perspective, and are genuinely empathetic. They find contact with other people to be energizing and stimulating, meet and connect with new people easily, and are more “outwardly focused” (i.e. on other people) than “inwardly focused” (i.e. on themselves).
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