Industry Results
Predictive Index®
Performance Snapshots
Validity Study/Quantitative Results
Industry: Financial Services
Position: Outbound Telesales Agents
Results
The top performers achieved over 164 times the average
monthly sales volume than bottom performers
Criteria: This
statistical analysis is based upon a PI validity study
conducted with 124 Outbound Telesales Agents. PI validity
studies are designed to determine the statistical
connections between Predictive Index profiles and superior
job performance, and are conducted at no cost for PI
clients. The quantitative measurement criterion is based on
average monthly dollar amount collected from borrowers over
a three-month period.
Industry
The client company is a financial services company that
services non-performing commercial and residential mortgage
loans.
Position
Outbound Telesales Agents are responsible for calling on
delinquent accounts, making contact with borrowers, and
securing commitments for payment.
Analysis
In examining the difference between the PI patterns of the
top and bottom Telesales Agents, the most significant factor
is the B Factor (Extroversion). Top performing Telesales
Agents are significantly more extroverted. This results in a
person who is more able to quickly connect socially and
interpersonally with a customer or prospect, and is a
lively, fluent and persuasive communicator. During their
conversation with a customer or prospect, they will be warm
and socially poised, and will be on the lookout for ways to
bond with the person. These top performing Telesales Agents
are more naturally outgoing, enthusiastic, and optimistic.
Because of the width of their “B over A” spread, by nature
they attempt to see the other person’s concerns, needs and
perspective, and are genuinely empathetic. They find contact
with other people to be energizing and stimulating, meet and
connect with new people easily, and are more “outwardly
focused” (i.e. on other people) than “inwardly focused”
(i.e. on themselves).
