5 ways ceo's can improve profits

5 Ways CEO’s Can Improve Profits In Any Economy

PredictiveResults.com


Opportunity

Typically the top 25% can outsell the

bottom 25% by 200% - 500% or

more.

Sales Teams are Underperforming

Increase Sales1


Problem

1. Training seldom turns bottom

performers into top performers.

2. Many selection processes fail to

consistanly pick top performers.

3. Manager‟s motivation/coaching not

universally effective.

Wrong people managed poorly = disaster

Increase Sales1

0

2

4

6

8

10

12

Quartile 1

Quartile 2

Quartile 3

Quartile 4

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.

Assessment Data Predicts Performance

Increase Sales1


Solution

Hire the right people

Train them well

Manage them more effectively

Implement a 3 stage solution

Increase Sales1

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

Turnover is expensive

Reduce Turnover2

4% 10.40% 50%

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

Turnover is hidden

Reduce Turnover2

4% 10.40% 50%

Facts

Primary causes of turnover are:

1. Poor Selection

2. Poor Management

3. Poor Compensation

Turnover causes are known

Reduce Turnover2

Selection

Management

Compensation


Solution

Hire the right people

Manage them more effectively

Pay fair wages*

* Wages are less critical when the

other factors are eleiminated.

Turnover can be reduced

Reduce Turnover2

4% 10.40% 50%

Opportunity

70% of American consumers are

willing to spend an average of 13%

more (9.1%) with companies they

believe provide excellent customer

service.

*The 2011 American Express Global

Customer Service Barometer found

that

Customer Service Drives Sales

Improve Customer Service3

9.1%More Sales

Problem

It‟s not clear what defines “good

customer service” from the client‟s

perspective

Staffing critical, low paying positions

properly is difficult

Customer Service Drives Future Sales


9.1%More Sales


Facts

Behavioral valididty studies can

define the ideal customer service

behavior

An adequate pool of candidates who

match the criteria exist

Managers who understand the

desired behavior can train and coach

CSR‟s more effectively.



9.1%More Sales

Solution

Define ideal behavioral style with

valididty studies

Staff CSR positions with ideal

candidates

Train and coach CSR‟s effectively

using behavioral understanding



9.1%More Sales

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

Leaders Drive Results

Improve Leadership Effectiveness4

1M 10M 100M

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

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

***Ciampa and Watkins



1M 10M 100M

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

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

Accidents are expensive

Reduce Accidents5


Problem

Most accidents are caused by unsafe

behavior

Training, signs and procedures do

not ensure proper behavior

People Cause Accidents

Reduce Accidents5

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


Reduce Accidents5

Solution

Hire „Safe People‟ based on

behavioral style

Manage and communicate training in

style the connects with „Safe People‟


Reduce Accidents5

5 Ways CEO’s Can Improve Profits In Any Economy


5 ways ceo's can improve profits

Business

customer service3

customer service drives

good customer service

excellent customer service

companies turnover

sales teams

poor leadership accounts

disasterincrease sales1