Predicti ve Index ® Driving to Better Sales Creating Confident Organizations Paul Dumouchelle Management Consultant 614-789-9222 [email protected]
PredictiveIndex®
Driving to Better Sales
Creating Confident Organizations
Paul DumouchelleManagement Consultant
PredictiveIndex®
Strategy
ExecutionAlignment
Creating Confident OrganizationsThe Triangle of Confidence
PredictiveIndex®
Strategy
WHAT ARE OUR GOALS?
• Mission• Values• Vision• Objectives
Execution
HOW WILL PEOPLEACHIEVE OUR GOALS?
• Motivation & Coaching• Teamwork• Innovation• Change Management• Sales Skill Training
AlignmentWHO WILL ACHIEVE OURGOALS?
• Hiring and Selection• Leadership Development• Organizational Structure• Performance Metrics• Succession Planning
Creating Confident OrganizationsThe Triangle of Confidence
PredictiveIndex®
ThreeSales Skills
Mastery
OneActual SalesPerformance
MAXIMIZEDSALES
RESULTS
FourCoaching for
Sustained ExcellenceTwoMatching People
To Work
Driving to Better Sales:Four Key Components
Start Here
PredictiveIndex®
Driving to Better SalesRequires a Dashboard
Dashboards provide critical information for a successful “drive.”
PredictiveIndex®
Person Sales Skills Level MatchingPeople to
Work
Actual SalesOpen Investigate Present Confirm Position Volume Margin
Three Elements Provide Coaching Direction
Sales Performance Dashboard
The Sales Performance Dashboard provides a summary of:
A. Individual Sales Skills LevelB. How individual personality matches the behavioral requirements of the job.C. Individual sales results (here shown in Units & Margin).
This summary provides a ready reference for performance coaching purposes.
PredictiveIndex®
Driving to Better Sales1. Actual Sales Performance
We Start with Actual Sales Performance because:
A. This is our ultimate metric and establishing individual performance results is the foundation for all that follows.
B. We validate our behavioral target with actual individual performance results.
C. Individual performance results are the basis for performance coaching.
For the purposes of this example we have two measures:
i. Sales Volumeii. Profit Margin
We also have three levels of performance, High/Mid/Low.
PredictiveIndex®
Actual Sales Performance Placed in the Dashboard
Name Sales Skills Level MatchingPeople to
Work
SalesOpen Investigate Present Confirm Position Volume Margin
Top Performer
High High
Muscle Closer
High Mid
Question Mark
Low Low
Our Team Has Three Distinct Performance Levels
Our three people are:
A. “Top Performer” achieves stretch goals for BOTH Volume & Margin.B. “Muscle Closer” hits Volume goals but Margin could be better.C. “Question Mark” underperforms in both areas.
PredictiveIndex®
Driving to Better Sales:2. Matching People to Work
The Matching People to Work process includes:
A. Establishing a behavioral target for the “ideal” performer in the sales job.
B. Validating our behavioral target with actual individual performance results.
C. Identifying individuals’ behavior patterns with a personality assessment.
D. Comparing the individual to the target.
The Predictive Index® system provides a proven process for matching people to work.
PredictiveIndex®
2. Matching People to Work:Defining the Behavioral Target
PI includes a tool called the Performance Requirements Options (PRO) which defines the behavioral target of an “ideal” performer for the sales job.
This target is summarized in a graphical PRO pattern, such as the one below. Users of the PI system are trained in analyzing these patterns.
The key behavior characteristics described by this pattern include:
•Empathetic, persuasive selling style•Generalist, needs freedom from structure•Venturesome, risk-taker, rallies other people around their goals•Goal and results oriented, delegates authority and details•Self confident, strong ego, initiative
PredictiveIndex®
2. Matching People to Work:Assessing Individuals
The Predictive Index® Survey identifies a person’s motivating needs and drives. These allow us to predict behavior. We use these results to match the person to the job target:
We have three current salespeople whose PI indicates they are a good match except for the following:
•“Top Performer” is less extroverted than the target.
•“Muscle Closer” pays less attention to details and rules than described by the target.
•“Question Mark” is less patient than the target.
Current Salespeople’s PI Target (PRO)
PredictiveIndex®
Matching People to Work Placed in the Dashboard
We include both the PI & the PRO
Name Sales Skill Level PI PRO SalesOpen Investigate Present Confirm Position Units Margin
Top Performer
High High
Muscle Closer
High Mid
Question Mark
Low Low
Understanding a person’s motivational drives compared to the target can identify opportunities for coaching, as well as identify the best way to coach them.
PredictiveIndex®
The Customer-Focused Selling Process
InvestigateIdentify the Motivating
Buying FactorProspect/ Prospect/ ClientClient
OpenBuild Trust & Credibility
PositionBuild Long-
termRelationships
ConfirmGain
Agreement
PresentApply Judgment
&Offer Solutions
Driving to Better Sales:3. Sales Skill Mastery
The Customer-Focused Selling process builds and maintains long-term relationships to achieve maximum sales results.
The first step is the online Sales Skill Assessment Tool that provides a measure of salespeople’s current skill level on each of five phases.
PredictiveIndex®
Name Sales Skill Assessment Tool Results* PI PRO SalesOpen Investigate Present Confirm Position Total Units Margin
Top Performer
5 3 3 5 5 84% High High
Muscle Closer
1 1 3 5 3 56% High Mid
Question Mark
4 2 5 4 1 64% Low Low
Sales Skill Mastery Placed in the Dashboard
With all these pieces in place we can now “drive to better sales” by following the information in the dashboard to develop coaching plans for each individual.
* Each Phase can be scored from 0 to 5.
The Skill Assessment is the Final Piece of the Dashboard
PredictiveIndex®
Skill Sales
LEVERAGE(Remove Obstacles)
Skill Sales
KNOWLEDGE(Skills Development)
Skill Sales
EXECUTION(Knowing-Doing
Gap)
Skill Sales
MUSCLE(Identifies Strength)
Driving to Better Sales: 4. Coaching Sustained Excellence
An initial coaching approach can be identified by analyzing the overall Sales Skill score with a summary of their current sales performance. In the following pages we then take this to the one-on-one level based on the individual’s PI.
PredictiveIndex®
Skill Sales
LEVERAGE(Remove Obstacles)
Coaching for the “Top Performer”
The “Top Performer” from the Dashboard example is a “Leverage” opportunity.
“Top Performer” PI
PI-Based Coaching Recommendations
• Remove caps on income potential.• Assign them to difficult challenges.• Eliminate oversight and guidance as much as possible.• Provide competitive opportunities to win.
PredictiveIndex®
Skill Sales
MUSCLE(Identifies Strength)
Coaching for the “Muscle Closer”
The “Muscle Closer” from the Dashboard example is a “Muscle” opportunity. The term “Muscle” indicates the salesperson has a particularly well-developed single skill that allows them to achieve results – in this case the person is strong in “Confirm.”
“Muscle Closer” PI
PI-Based Coaching Recommendations
• Personal public praise on Confirming strength.• Discuss one-on-one how growth opportunities can be upgraded through training.• After training, observe sales calls to ID behavior changes to recommend.•Margin performance may require incentive changes.
PredictiveIndex®
Skill Sales
KNOWLEDGE(Skills Development)
Coaching for the “Question Mark”
The “Question Mark” from the Dashboard example is a “Knowledge” opportunity. A lack of knowledge and skills is contributing to the person’s low performance. Investing in sales training is a first step to turning performance around.
“Question Mark” PI
PI-Based Coaching Recommendations
• Provide training, personally emphasize importance.• One-on-one coaching to reinforce training.• Personal observation on sales calls to ID behavior changes to recommend.• Recognize Extreme Impatience may impact performance regardless of training and coaching.
PredictiveIndex®
ThreeSales Skills
Mastery
OneActual SalesPerformance
MAXIMIZEDSALES
RESULTS
FourCoaching for
Sustained ExcellenceTwoMatching People
To Work
Driving to Better Sales: Build a Dashboard to Guide Results
Start Here