Industry Studies
Case Studies
Performance Snapshots
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.
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 liaison 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.
