Waterhouse - Recovery Prescription: How Assessment Data Can Drive Corporate Results

Recovery Prescription:
How Assessment Data Can
Drive Corporate Results

Steve Waterhouse
President
Predictive Results
Steve@predictiveresults.com

PredictiveResults.com

Where Are We?


How The Economy
Affects Our Staff
Salespeople work harder for less
Managers have more direct reports
Everyone has increased workloads
Many people with expanded responsibilities
People are doing work they were not hired for
People stay in jobs they dislike


How The Economy
Affects Our Company
Sales decrease
Managers get poorer results
Stress increases absenteeism and mistakes
People fail at expanded responsibilities
People gripe about work, de-motivating others
People prepare to move at the first opportunity


It’s Not All Bad News
Taken on new projects: 53%
Gained more responsibility: 52%
Taken on more challenging work: 52%
Had more interactions with management: 44%
Had more interactions with clients or customers:
38%
Been promoted: 12%

Source: 2009 Accountemps Study


Our Job
• Maximize productivity
• Improve job satisfaction
• Reduce unwanted turnover, absenteeism
• Help improve company results in downturn
• Prepare company for recovery


Stress is Not Always Visible


Ideal
• This is a sample text box for visual comparison
with the banner info.
with the banner info. This is a sample text box for
visual comparison with the banner info.


Job Stress


Unemployment Stress


Scan For Trouble


Job Creep
• Responsibilities increase
• Pace of work increases
• Skills required change
• Reporting structure changes
• Work hours change
• Training cut back


How Important is Job Fit
• Net growth of 24%
• Turnover reduced to “12.4% from a high of 25%
• Revenues increased 21% within one year
• Sales doubled
• Customer service ratings jumped 15%
• Market share has risen 6%
• Staff reduced by 30%
• Bottom Line savings…$1 million
Source: Assessment client case studies

Job Fit Matters – Sales


Job Fit Matters - Turnover


Job Fit Matters – Customer Service


Example: Analyzing Typical
Sales Person
Before Now
Sell From Leads Must Cold Call
Selling to Buyers Selling to CEO’s
Sell on Feature or Price Sell on ROI
High Margins Low Margins
60 Months Test 30 Day Test
High Base Plus Commission Only


High Tide


Tide Is Out!


What Can We Do - Assess

Reevaluate jobs for behavioral/skill needs
Assess current employees for fit
Scan for stress


What Can We Do - Adjust

Equip managers to understand, communicate and
motivate more effectively
Move people to situations that fit
Train to Improve Skills
Provide Support in Weak/poor fit Areas
Adjust Job Requirements
Upgrade your staff


What Happens Next?


Prepare for Recovery
• Connect with top performers
• Fix stressful situations now
• Provide long-term view
• Ensure managers are sending positive message
• Recognize that problems are not always obvious


Case Studies
Johnsonville Sausage has found the (assessments) to be an
invaluable component of their comprehensive leadership
programs. By helping managers identify and understand their
own management and leadership styles, they provide a roadmap
for enhanced teamwork, professional growth and organizational
success.

“(Assessments are) a confidence builder. Relying on your
experience and intuition is not enough. They gives you an
insight that you cannot get any other way. It gives you
something tangible.”

The knowledge from the training provided managers with
information regarding what motivated their team for everyday
productivity and success. It helped employees gain a better
understanding of why they enjoy certain tasks/projects while
not enjoying others.

Client quotes shared with permission


Job Fit Matters


What Do Behavioral
Assessments Tell Us?
• What motivates an individual or group to action
• What work environment will bring out the best in
an individual
• How to best communicate for improved results
• How changes in the workplace are or will affect the
individual


Waterhouse - Recovery Prescription: How Assessment Data Can Drive Corporate Results

Recommandé

Recommandé

Contenu connexe

Tendances

Tendances (20)

Similaire à Waterhouse - Recovery Prescription: How Assessment Data Can Drive Corporate Results

Similaire à Waterhouse - Recovery Prescription: How Assessment Data Can Drive Corporate Results (20)

Plus de HR Florida State Council, Inc.

Plus de HR Florida State Council, Inc. (20)

Dernier

Dernier (20)

Waterhouse - Recovery Prescription: How Assessment Data Can Drive Corporate Results