PI Worldwide is a global consulting firm founded in 1955 that provides assessments and training to over 7,500 clients in 143 countries. It has 45 offices and 250 consultants. PI measures individuals' motivating needs, behaviors, attitudes, values, interests and other factors through tools like the Predictive Index survey and PRO job analysis worksheet. It then provides consulting services and training modules to help with tasks like selection, leadership, sales and personal development. The SSAT sales assessment and CFS customer-focused selling model teach consultative selling skills and have helped various clients increase their sales volumes and performance.
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Introduction To PI Worldwide
1. A Focus on Growth
Creating growth opportunity…and value
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2. PI Worldwide since 1955
PI Worldwide:
Founded 1955
45 Offices globally
250 Consultants
Active in 143 countries
PI in 63 languages
7,500 plus clients
45,000 analysts
PI Clients PI Licensee Representation Future
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3. PI Process
• Accurate Statistical Assessment
• Informed, targeted training
• Proven Management Skills
• Expert Consulting
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6. What PI Measures
SKILLS EXPERIENCE
ATTITUDES
&
VALUES
KNOWLEDGE
INTERESTS
EDUCATION LITERACY
& &
TRAINING LANGUAGE
INTELLIGENCE PHYSICAL
&
HEALTH
MOTIVATING NEEDS
BEHAVIORS/DRIVES
APTITUDES/STYLES
7. Predictive Index
• The PI Organization Survey checklist
assesses the motivating needs and
resulting work behaviors of individuals
• The PRO Worksheet for Job Analysis
translates the demands of a job into a
pattern.
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8. Comprehensive…
PI Organization Survey
Checklist
The Behavioral Pattern
The JobPRO
The Job Analysis
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10. Predictive Leadership Series
modules
Predictive
Selling Setting the
Predictive Personal Right Goals
Selection and
Development
Interviewing
Strategies
People Smart
Building Communication
Teams
Resolving
Conflict
Leading Vs.
Managing
Empowering
PI Your
Organization
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12. What is SSAT
SSAT is an easy to administer online survey, takes 25 – 30
mins to complete.
Contains 25 targeted scenario based questions that assess
the critical skills required for successful consultative selling.
Measures:
Open – Building Trust and credibility
Investigate – Identifying client needs
Present – Presenting products and services and articulating value
Confirm – Handling objections and gaining agreement for sale
Position – Creating customers for life with effective positioning
SSAT is available in many versions to accommodate various
sales positions and industries
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13. Output
SSAT provides accurate statistical data that
mirrors your organizational structure
View of Sales of effectiveness could be through:
Individual reports
Overall summary of the entire sales team
Evaluation by department
Evaluation by geography
Evaluation by title
Or any other grouping you may choose…
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16. What is Customer Focused
Selling (Concept)
CFS is a consultative sales process – puts the needs of the
customer first
It’s a solution based approach
Sales rep works actively with a buyer in an atmosphere of
earned trust and two way communication
Benefits and Outcomes
Increased Sales Volume
Improved Close ratio
More efficient and productive use of selling time
More effective Sales Management Process
Larger cross – selling volume
Increased repeat and referral business
Better differentiation from the competition
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17. Customer-Focused Selling
Open
Build Trust & Credibility
Position
Build Long-term
Relationships
Investigate
Identify the Motivating
Prospect/ Buying Factor
Client
Confirm
Gain
Agreement Present
Apply Judgment &
Offer Solutions
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18. Some achievements
• Call Tower inc a $10million telecom company
in San Francisco increased sales by 20% and
positioned themselves for IPO
• A Bioscience company increased sales by
40% using SSAT & CFS
• A global Public Relations Company
exceeded sales goals by 18%
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