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

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  • 1. Recovery Prescription: How Assessment Data Can Drive Corporate Results Steve Waterhouse President Predictive Results Steve@predictiveresults.com PredictiveResults.com
  • 2. Where Are We? PredictiveResults.com
  • 3. 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 PredictiveResults.com
  • 4. 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 PredictiveResults.com
  • 5. 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 PredictiveResults.com
  • 6. Our Job • Maximize productivity • Improve job satisfaction • Reduce unwanted turnover, absenteeism • Help improve company results in downturn • Prepare company for recovery PredictiveResults.com
  • 7. Stress is Not Always Visible PredictiveResults.com
  • 8. Ideal • This is a sample text box for visual comparison with the banner info. • This is a sample text box for visual comparison with the banner info. • This is a sample text box for visual comparison with the banner info. • This is a sample text box for visual comparison with the banner info. This is a sample text box for visual comparison with the banner info. PredictiveResults.com
  • 9. Job Stress • This is a sample text box for visual comparison with the banner info. • This is a sample text box for visual comparison with the banner info. • This is a sample text box for visual comparison with the banner info. • This is a sample text box for visual comparison with the banner info. This is a sample text box for visual comparison with the banner info. PredictiveResults.com
  • 10. Unemployment Stress • This is a sample text box for visual comparison with the banner info. • This is a sample text box for visual comparison with the banner info. • This is a sample text box for visual comparison with the banner info. • This is a sample text box for visual comparison with the banner info. This is a sample text box for visual comparison with the banner info. PredictiveResults.com
  • 11. Scan For Trouble PredictiveResults.com
  • 12. Job Creep • Responsibilities increase • Pace of work increases • Skills required change • Reporting structure changes • Work hours change • Training cut back PredictiveResults.com
  • 13. 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 PredictiveResults.com
  • 14. Job Fit Matters – Sales PredictiveResults.com
  • 15. Job Fit Matters - Turnover PredictiveResults.com
  • 16. Job Fit Matters – Customer Service PredictiveResults.com
  • 17. 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 PredictiveResults.com
  • 18. High Tide PredictiveResults.com
  • 19. PredictiveResults.com
  • 20. Tide Is Out! PredictiveResults.com
  • 21. What Can We Do - Assess Reevaluate jobs for behavioral/skill needs Assess current employees for fit Scan for stress PredictiveResults.com
  • 22. 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 PredictiveResults.com
  • 23. What Happens Next? PredictiveResults.com
  • 24. 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 PredictiveResults.com
  • 25. Recovery Prescription: How Assessment Data Can Drive Corporate Results Steve Waterhouse President Predictive Results Steve@predictiveresults.com PredictiveResults.com
  • 26. 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 PredictiveResults.com
  • 27. Job Fit Matters PredictiveResults.com
  • 28. 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 PredictiveResults.com

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