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: Telecommunications
Position: Telesales Representatives (Outbound)
Results
The top performers achieved on average over 5 times greater sales than bottom performers.
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Criteria: This statistical analysis is based upon a PI job validity study conducted with 195 Telesales Representatives. PI Validity Studies are designed to determine the statistical connections between PI profiles and job performance. The quantitative measurement criteria is based on number of sales per week over a three-month period
Industry
The client company is a telecommunications provider offering local and long distance service to residential and small business customers across the U.S..
Position
Telesales representatives are responsible for calling prospective customers and attempting to sell them various calling plans.
Analysis
In examining the difference in the PI patterns of the top and bottom telesales representatives, the two most significant factors are the B Factor (Extroversion) and the D Factor (Formality). The superior-performing telesales representatives are more outgoing, optimistic, empathetic and socially-poised (Higher B) and relatively more informal, flexible, and comfortable with the unexpected (relatively Lower D). Throughout their interactions on the phone with a customer or prospect, they will be more persuasive and friendly, will be able to connect with people on a social basis, and will be comparably more enthusiastic about the products and services that they are selling.
Because of their Lower D Factors, these top-performing telesales representatives are more casual and easy-going, more tolerant of risk and uncertainty. They are better able to withstand criticism and potential rejection from customers and prospects, keeping the dialog going smoothly through objections or even after "not interested."
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