Predictive Index® Performance Snapshot
Validity Study / Quantitative Results
Industry: Manufacturing Equipment Distribution
Position: Outside Sales Representatives
The top performers achieved over 5 times more sales volume than bottom performers, averaging over $80,000 a month in additional sales.
The client company is a leading distributor of woodworking manufacturing equipment, offering training and service to their customers.
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.
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).