sales skill assessment predictive index, PI<sup>®</sup> worldwide, india, sales skill assessment, predictive index consulting, company, sales training, predictive index management team, improve performance business      
predictive index company predictive index consulting skill assessment tool customer focused selling   Contact Us   Site Map    
People Smart, Results Driven®
About Us Predictive Index<sup>®</sup> System Predictive Index<sup>®</sup> Application Sales Skill Assessment and Training PI® World Wide Services Media Coverage
leading vs managing
 
  
 
 
 
 
managerial assessment tool, people smart results driven, PI<sup>®</sup> worldwide, predictive index communication process, predictive leadership workshop, financial services, sales skill assessment
Printer friendly Version >
 
Building a Successful Sales Team
 
Profile:
La-Z-Boy Inc. is an international retail furniture company with major distribution throughout North America. Corporate annual revenues exceed of $2.3 billion per year. The Predictive Index® system is utilized in their proprietary operation, consisting of stores in the Phoenix area with an employee roster of 140+.

The Challenge:
When Kathy Till joined the staff of the Phoenix La-Z-Boy network as Director of Training in 1997, she found that employee turnover was over 100 percent, a sure signpost of low job satisfaction and morale. Kathy knew from experience the high toll employee turnover takes on a company’s financial and psychological well being. She also knew that La-Z-Boy would not achieve its goal of building long-term, repeat-buyer relationships without establishing a productive sales force with a longer term commitment.

The Process:
Till made the decision to enlist the help of the Predictive Index® (PI®) and gave the PI® survey to every employee. This enabled management to examine the behavioral patterns of all their employees and identify the profiles of their top performers.

 
learn predictive assessment
 
"By using the Predictive Index® as an interview tool, I was able to hire the people whose personalities fit the requirements of the job and the needs of the company.”
Kathy Till
Director of Training
 
 
organization survey checklist
Using these behavioral traits as a model, management was able to supplement its sales force with hires that matched the desirable gregarious, persuasive PI® profile of the top sales people. PI® also enabled La-Z-Boy to identify the patterns of those employees who were underperforming in sales roles and to place a number of those individuals in positions better utilizing their natural abilities.

The Remark:
Over the next three years the turnover rate was reduced by 30 to 40 percent in any given year. “By using the Predictive Index® as an interview tool, I was able to hire the people whose personalities fit the requirements of the job and the needs of the company. Not only did we begin to hire smarter, but also we made employees happier by better placing them in positions that matched their personality strengths and helped to ensure their personal success in the company,” said Till.
 
     

  FAQ | Articles | Disclaimer | Terms of Use | Contact Us | Blog

 
hiring decision survey behavioral event interview
© Copyright by Praendex, Incorporated, doing business as PI Worldwide.
All rights reserved. Crafted & Cared by ikf.co.in
Site best viewed in 1024x 768 Screen Resolution with I.E 6 and above