retention and development strategies

imagine great people a presentation brought to you by:

Greg Stewart, PhD, LPC Dr. Greg Stewart is Vice President for Profiles International’s Enterprise Solutions Sales Division. Greg taps into his deep understanding of the impact of “organizational culture” - the manner in which an organization utilizes strengths, addresses challenges and adapts to change - to support executives, managers and business owners as they implement solutions to their employee-related challenges. He brings his passion for positive change management to developing management training, organization development, and assessment solutions that are uniquely tailored to help his clients succeed. Greg is an experienced human capital expert with over 15 years in management and human resources. After being successful in building religious, non-profit organizations, he started his business as a management consultant, trainer and organizational developer. As a consultant, his primary focus was executive coaching and his specialty was performance optimization through effective people management and organizational infrastructural development. As well, Greg has taught dozens of college-level courses on management, leadership, personal growth and development, and organizational change. Greg holds a BA in Organizational Leadership and a PhD in Counseling. His dissertation was The Relationship of Emotional Intelligence with Job Satisfaction and Organizational Commitment. He is a certified Bar-On Eq-I administrator and is also certified with DDI (Development Dimensions International) in the building of competency models for organizations. He has deep insight into problem-solving and employee motivation and is a phenomenal speaker and blogger of management and leadership.

Vice President Enterprise Solutions Sales

imagine great people ®

• Founded 1991 • Over 45,000 clients served worldwide • Offices in nearly 130 countries • Founding member of the Association of

Test Publishers • Microsoft Certified Partner

Who We Are

We support our clients through the full employee life-cycle, helping them identify the best people for their jobs and then developing them to their fullest potential.

Creating Value for Clients

• 11,000 + active customers

• Customer base includes 152 Fortune 2000 companies

• Represented in nearly 130 countries

Customer Highlights

Financial Services Travel & Hospitality

Technology Healthcare Energy & Utilities

Education & Government

Business Services

Retail & Consumer Financial Services Travel & Hospitality

Technology Healthcare Energy & Utilities

Education & Government

Business Services

Retail & Consumer

Diverse Base of Marquee Customers

Taleo World Profiles International Clients

Clients We’ve Served

“It’s a shift from ‘low performer thinking’ to ‘maybe they are not in the right job, and we

should find them a better fit.’ It is a mentality shift, and (by applying data from the PXT), I can figure out that if poor job fit is the case, I can

help them go into a different job and do better.”

• Before implementing the ProfileXT® the average sales per sales rep was $169,409.

• After one year of implementation with the ProfileXT®, annual sales increased to an average of $233,952 per sales representative.

• The ProfileXT® assessment increased the Bard Medical’s Critical Care sales by $64,543 per sales representative, a 28% annual increase.

Goal – Provide an objective tool to assist in measuring success and managing each team member to become a Top Performer. Outcome:

• Consistent adoption since 2004 has reduced turnover • Have hired better fit sales team members. • Leveraged each sales person’s unique

characteristics to help them succeed. • 100% participation/compliance from existing team. • Development defined by results of an objective tool.

Today:

• Assessment is being used in all hiring decisions for Sales Effectiveness Program.

• Sales 180 is used twice a year for each sales professional and is part of the culture.

What is the Value of your Employees? How will you increase

their value?

Frank Schmidt & John Hunter “Experts in Personnel Productivity and Psychology”

• Based on 85 years of research!

• Reported in the Harvard Business Review

‘Average Performers’

‘Marginal Performers’

‘Superior Performers’

Source: “The validity and utility of selection methods in personnel psychology: Practical and theoretical implications of 85 years of research findings” Psychological Bulletin, Sept 1998, Vol. 124, No. 2, pp 262-274.

Unskilled / Semi-skilled ‘Average’ 19% more that ‘Poor’ ‘Superior’ 19% more that ‘Average’ ‘Superior’ 19% more that ‘Poor’

Skilled ‘Average’ 32% more that ‘Poor’ ‘Superior’ 32% more that ‘Average’ ‘Superior’ 32% more that ‘Poor’

Management / Professional / Sales ‘Average’ 48% more that ‘Poor’ ‘Superior’ 48% more that ‘Average’ ‘Superior’ 184% more that ‘Poor’

Why This Matters – Output as a Percentage of Mean Output

• Unless all your people are ‘superior’ performers, you are losing money unnecessarily.

• Every time you move performance of an employee from ‘average’ to ‘superior’ you have a dramatic and measurable financial impact.

Implications

Why the Productivity Disparity… Performance Predictors How well does each factor correlate with on-the-job success?

Full Glass = Exact Correlation

Education Training Interview Interests

References Behaviors Cognitive Experience

Why the Productivity Disparity… Performance Predictors How well does each factor correlate with on-the-job success?

Full Glass = Exact Correlation

Source: Professor Mike Smith, University of Manchester; John E. Hunter & Rhonda Hunter, “Validity and Utility of Alternative Predictors of Job Performance”, Psychological Bulletin, Vol. 96, No. 1, p. 90; Robert P. Tett, Douglas N. Jackson and Mitchell Rothstein, “Personality Measures as Predictors of Job Performance: A Meta-Analytical Review”, Personnel Psychology, p. 703, Michigan state University’s School of Business

Education Training Interview Interests

.10 .15 .13 .14

References Behaviors Cognitive Experience

.18 .26 .38 .53

Our Solution

Having done this, we can show you - graphically and quantifiably - to

what degree current employees, or candidates for employment, match

that standard.

Job-Fit: The missing third in identifying Superior Performance

The Cornerstones of Performance

Résumé, Application, References Interview, Integrity Assessment Job Match Assessment

The ProfileXT® Evaluates What’s Behind the Surface

10% - The Obvious Education, Knowledge, Resume, References, Background, & Experience

90% - Below the Waterline: • Thinking Style

• Behavioral Traits

• Occupational Interests

• Overall Job Fit

ProfileXT® Insight: What We Measure 10 9 8 7 6 5 4 3 2 1

9 8 7 6 5 4 3 2 1

Thinking Style

Occupational Interests

Behavioral Traits

Learning Index

Verbal Skill

Verbal Reasoning

Numerical Ability

Numeric Reasoning

Enterprising

Financial/Admin

People Service

Technical

Mechanical

Creative

Energy Level

Assertiveness

Sociability

Manageability

Attitude

Decisiveness

Accommodating

Independence

Objective Judgment

CAN they do the job?

HOW they do the job.

DO they love it?

To What Degree Might This Person

Exhibit the Competencies You

are After?

ProfileXT® Insight: What We Measure

The ProfileXT® & Profile Sales Assessment™

Shaded areas indicate the Performance Model. The Performance Models show requirements for the jobs in your company.

Good Match

Poor Match

How Performance Models Are Built

Top Performers - Talent audit/intelligence - Use objective measures for identification - Concurrent or Predictive validity

Job Analysis - Competency Analysis (especially w/changes in job requirements) - Supervisory Survey - Few or NO top performers available

Library of Models - Over 1,400 Existing Performance Models - Extracted from 400,00 models

How Performance Models Are Built

Our Offer “Contingency”

Pilot Study

Contact Us

Profiles Assessment Asia (Pte.) Limited An Authorized Strategic Business Partner of Profiles International

14 , Robinson Road, #08-01A, Far East Finance,Singapore 048545Email: info@profiles.com.sg Telephone: 65717031Fax: 63334636

Website: http://www.profiles.com.sg

Know your people..Grow your business

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