1. 5 Ways CEO’s Can Improve
Profits In Any Economy
PredictiveResults.com

2. 1 Increase Sales
Sales Teams are Underperforming
Opportunity
 Typically the top 25% can outsell the
bottom 25% by 200% - 500% or
more.
Page  2 PredictiveResults.com

3. 1 Increase Sales
Wrong people managed poorly = disaster
12 Problem
1. Training seldom turns bottom
10
performers into top performers.
8 2. Many selection processes fail to
consistanly pick top performers.
6
3. Manager‟s motivation/coaching not
universally effective.
4
2
0
Quartile Quartile Quartile Quartile
1 2 3 4
Page  3 PredictiveResults.com

4. 1 Increase Sales
Assessment Data Predicts Performance
Facts
 Sales behavior defines success
 Behavioral Assessments can predict
sales behavior.
 Analytical hiring with assessments
out-performs human interviewing
skills.
 Manager‟s miss-read motivational
needs of many sales reps.
Page  4

5. 1 Increase Sales
Implement a 3 stage solution
Solution
 Hire the right people
 Train them well
 Manage them more effectively
Page  5 PredictiveResults.com

6. 2 Reduce Turnover
Turnover is expensive
Opportunity
 Turnover costs 1/3 of an employees
salary
 Average company turnover is 14.4%
 Best companies turnover is 4%
 Best vs. average (10.4%) = $141,133
per 100 employees.
 $40,711.61 = ave pay
4% 10.40% 50%
Page  6

7. 2 Reduce Turnover
Turnover is hidden
Problem
 Most companies do not accuratly
calculate turnover or its cost
 Most companies do not know the
cause of turnover
 The people who are causing turnover
are not equiped to solve it
4% 10.40% 50%
Page  7

8. 2 Reduce Turnover
Turnover causes are known
Facts
 Primary causes of turnover are:
1. Poor Selection
Selection
2. Poor Management
Management 3. Poor Compensation
Compensation
Page  8

9. 2 Reduce Turnover
Turnover can be reduced
Solution
 Hire the right people
 Manage them more effectively
 Pay fair wages*
* Wages are less critical when the
other factors are eleiminated.
4% 10.40% 50%
Page  9 PredictiveResults.com

10. 3 Improve Customer Service
Customer Service Drives Sales
Opportunity
 70% of American consumers are
willing to spend an average of 13%
9.1% more (9.1%) with companies they
believe provide excellent customer
service.
More Sales
*The 2011 American Express Global
Customer Service Barometer found
that
Page  10

11. 3 Improve Customer Service
Customer Service Drives Future Sales
Problem
 It‟s not clear what defines “good
customer service” from the client‟s
9.1% perspective
 Staffing critical, low paying positions
properly is difficult
More Sales
Page  11

12. 3 Improve Customer Service
Customer Service Drives Future Sales
Facts
 Behavioral valididty studies can
define the ideal customer service
9.1% behavior
 An adequate pool of candidates who
match the criteria exist
 Managers who understand the
More Sales desired behavior can train and coach
CSR‟s more effectively.
Page  12 PredictiveResults.com

13. 3 Improve Customer Service
Customer Service Drives Future Sales
Solution
 Define ideal behavioral style with
valididty studies
9.1%  Staff CSR positions with ideal
candidates
 Train and coach CSR‟s effectively
using behavioral understanding
More Sales
Page  13

14. 4 Improve Leadership Effectiveness
Leaders Drive Results
Opportunity
 Poor leadership is costs the average
company 7% of their annual revenue.
 Poor leadership accounts for 30% of
employee turnover
 Employee productivity can be
improved by 5-12% through better
management practices.
*The Ken Blanchard Companies
1M 10M 100M
Page  14

15. 4 Improve Leadership Effectiveness
Leaders Drive Results
Problem
 Hiring and promoting the wrong
people
 Traditional management training
misses the mark
 Too little attention paid to the
errectiveness of leaders
1M 10M 100M
Page  15

16. 4 Improve Leadership Effectiveness
Leaders Drive Results
Facts
 40% of new executives fail within the
first 18 months ***
 33% - 50% considered “successful”
after three years in the job **
 2% of organizations believe “they are
doing a great job at developing
leadership talent” *
* SIOP
** Drucker
1M 10M 100M ***Ciampa and Watkins
Page  16

17. 4 Improve Leadership Effectiveness
Leaders Drive Results
Solution
 Hire managers who‟s style fits your
needs
 Train managers to coach and
motivate effectively
 Build succession plan that includes a
steady flow of strong leaders
1M 10M 100M
Page  17

18. 5 Reduce Accidents
Accidents are expensive
Opportunity
 4.6 injuries per 100 FTE*
 Ave. cost $38,000 per injury**
 $174,800 per 100 employees
*U.S. Department of Labor
** wages, productivity loss and medical expenses
Page  18

19. 5 Reduce Accidents
People Cause Accidents
Problem
 Most accidents are caused by unsafe
behavior
 Training, signs and procedures do
not ensure proper behavior
Page  19 PredictiveResults.com

20. 5 Reduce Accidents
People Cause Accidents
Facts
 „Safe People‟ have fewer accidents
than the population at large
 Studies show that „Safe People‟ can
be identified by their behavioral style
 Managers and trainers do not
communnicate safety messages
effectively
Page  20

21. 5 Reduce Accidents
People Cause Accidents
Solution
 Hire „Safe People‟ based on
behavioral style
 Manage and communicate training in
style the connects with „Safe People‟
Page  21

22. 5 Ways CEO’s Can Improve
Profits In Any Economy
PredictiveResults.com