ProfileXT, CheckPoint 360, & Profiles Sales Assessment

Transcription

1 lt H urc I ig fctur u M t rvic l Et S R g i urc Outo l i & t g ffi R St c i rv S gy holo c T vic t Sr D uctio Ed rig gi E l ci i F r lthc H E S CA DY U T S r g imgi l op p t g Stffi ig urc o t u do omp C Srvic y S t K g r T y gr M l

2 Dt Dt CHALLENGES 600% turovr Rcruit, hir, d rti tlt Mdt: tur th bottoml pit upiddow SOLUTION Stffig d Outourcig Compy Trgt Ky Sl Mgr U Profil mt d hir th right popl Tri w hir Hold mploy ccoutbl RESULTS ProfilXT, ChckPoit 360, & Profil Sl Amt Thr w tim wh th w oprtio dirctor trd ito turovr by of 600 prct t th tffig compy h hd jut joid. A th w m i chrg, h hd mdt: Tur th bottoml pit upid-dow. I w i chrg d littl bit trrifid, id th th-oprtio dirctor, ow Profil Itrtiol trtgic prtr. Th pro who rcruitd him for th tffig compy wtd growth. Th dirctor wtd th m thig, but firt h hd to gt om triig himlf, hi xpric w i hopitlity, ot tffig. Th, h hd to fid th right popl for th job. Dt Rducd turovr to 9% Opd 29 dditiol brch Doubl-digit l d profit growth for dcd With littl tim to pr, h mbrkd o dcd-log joury tht vtully rducd turovr to i prct. Thr Profil mt tht hlpd him chiv thi toihig ucc wr th ProfilXT (PXT), Profil Sl Amt (PSA), d ChckPoit 360 (CP360). Bckgroud Th formr dirctor bg hi profiol dvtur i 1979 pridt d CEO of ctrig compy. Soo, h movd ito th rturt idutry, workig with mll d lrg food providr d ditributor, icludig Cdi compy tht provid rvic to irli d oprt vrl rturt chi. Compy Trgt Ky Sl Mgr Dt ductio A high-prformig ior mgr i th hopitlity idutry, h ttrctd th tttio of xcutiv i th Uitd Stt who dd hi kill. [Th xcutiv] clld m d id, I hv thi opportuity. Th mgr turd him dow, but th rcruitr pritd. Filly, id th mgr, I took look. Th rcruitr prvild. Th mgr w tht th opportuity w vt. Corport ldr of th orgiztio ( tffig firm bd i Tcom, Whigto, d trdd o th Nw York Stock Exchg) wtd him to ru th Cdi diviio. It providd blu-collr workr for cotructio d othr job, with promi of providig my workr projct rquird from o to hudrd by th xt dy. 2

3 Dt Dt Ev i thi tmophr, th mt workd. Thy wr bolutly ml, th mgr id, d w rducd coflict right out of th gt, bcu w kw how to mg ch idividul. Thr wr 650,000 workr i th tir compy, th mgr id. I Cd, thr wr 25,000 workr. Cutomr wr ol, d rquird fw o workr or my 500. Howvr, g pprd t th brch mgr lvl. Thr, turovr w 600 prct, d th mgr, who bcm oprtio dirctor for th firm i 1998, kw h dd to do vrl thig ft. Th gol d rult Th rcruitmt d tffig orgiztio ldr wtd th mgr, who ovrw th tir Cdi oprtio, to compltly rbuild th compy, which hd 11 brch wh h trtd. W dd to go cot-to-cot to mk moy, h id. I hort ordr, h dd to fid d rti tlt d chiv profitbility. Profil mt, triig, d cochig wr ll Dt criticl compot. Th mgr did two thig imultouly: h prtrd with Profil Itrtiol for bttr lctio of mploy, d with Dl Crgi for l triig. Whil o orgiztio th mgr rrchd took thr dy to rtur rult, Profil offrd ur-fridly mt proc with immdit rult. Compy Trgt Ky Sl Mgr Dt Th hdli i tht th mgr d hi tm took th bui to pk prformc with thir trtgy d focu. W hd doubl-digit l d profit growth for dcd, h id. At th d of hi tim thr, th compy hd grow to 40 Cdi brch. Thy producd mor bottom-li profit dollr th four othr diviio i th Uitd Stt, which wr doig th m job with twic my brch, h id. tio Whil till ldig th Cdi diviio, th mgr rloctd to th Uitd Kigdom to tk ovr oprtio thr. H bcm vic pridt of th itrtiol diviio, d ftr thr yr durig rcio chivd othr turroud, mid big diffrc i cultur d ttitud towrd work. With mt providig th bridg to ucc, th futur Profil prtr cld up th oprtio d rducd cot th firt yr. I th cod yr, th orgiztio rpd profit. I hi third yr, th compy old ftr th mgr turd it roud. 3

4 Dt Dt $5 MILLION vd i rcruitmt d rttio cot wh th mt wr ud durig th hirig proc 591% LESS ATTRITION of mploy from 1998 through % INCREASE Avrg l pr rp wt from $300,000 to $1.8 millio Oc gi, w ud th mt proc for hirig, th mgr id. Vry fw idividul cm clo to th prformc modl w hd dvlopd i Cd. W lookd t th llig id, d th mjority would rthr go to th dtit th ll. Th hug culturl diffrc icludd highly uioizd viromt. Ev i thi tmophr, th mt workd. Thy wr bolutly ml, h id. Th ro? W wr lookig for th m thig. Th popl wr th wrog fit for th job. It w ot hrd t ll to fid th right popl, dpit th culturl diffrc. Promotio lo oprtd moothly with mt guidig th wy. W rducd coflict right out of th gt, bcu w kw how to mg ch idividul. Dt Compy Trgt Ky Sl Mgr Th proc Th mgr w chg gt with th right tool thr Profil mt d Dl Crgi. H i wrd-wiig Dl Crgi bui coch, d h quickly dvlopd blif i Profil product, gid clr udrtdig of how thy work, d obtid phoml rult uig mt. Dt H foud th mt h dd oli, with Profil poppig up durig rch. Th h kd othr Profil trtgic prtr i Cd to mt with him. Sh howd th mgr pcific iformtio bout ttrctig d obordig tlt tht truck hom h coidrd th 600 prct turovr. W wr ot hirig th right popl, d w wr ot kpig th right popl. W wr udrtffd. I kw w wr ot goig to go ywhr ul w hird th right popl. ductio Th Crgi d Profil proc workd wll togthr th d till do, th mgr id. For xmpl, oc h foud th right pro for l rprttiv job uig ProfilXT, h ud Dl Crgi Sl Advtg progrm for triig. I wtd to kow tht I hd th right pro, d how thy would how up i th l cycl. If I udrtood from th bgiig tht thy dd upport, thy would immditly 4

5 Dt Dt If I hd brch mgr or ccout rprttiv who w trugglig to clo ccout, I would go to th Profil mt o th l id d fid out why. Th wr i lwy thr. Dt Compy Trgt Ky Sl Mgr go to Sl Advtg. It gv thm modl to follow, [th] word to y, th mgr id. Sl Advtg lo providd th cotxt for wht th xpcttio wr i llig orgiztio. I hv b prt of othr l triig proc, d if th triig hold popl ccoutbl d mtch th bui modl, it will work, id th futur Profil prtr. If I hd brch mgr or ccout rprttiv who w trugglig to clo ccout, I would go to th Profil mt o th l id d fid out why. Th wr i lwy thr. I lwy got th tm ldr to u th cochig rport. It gv vry pcific iformtio. Th old wy w to fir thm, h ddd. W did ot do tht. I vtully got turovr dow to i prct. No o hd vr chivd tht i th hitory of th compy. I ttribut tht to Profil. H ummd up ch Profil mt follow: ProfilXT Th ProfilXT mt job fit ctio told him if th pro h w lookig t uitd th poitio h hd op. If o, h hd dciio to mk: It hlpd m dcid whthr to go o i th itrviw proc. Thi tp v mployr from uig vlubl rcruitmt d hirig tim o popl who r wrog for th job. Dt ductio Th PXT lo provid cochig id for vrl moth ftr mploy com o bord. Th mgr dcrib thi mploy itructio mul. Wh thy wr outid th prformc modl, w tudid th cochig rport. I providd it to th mploy dirctly d would y, Thi i how th mt i uggtig I coch you for bttr prformc. Do thi mk to you? Thy wr vry pprcitiv, h id. H lo t mgr bck to th mt wh th hirig ytm md to fltr. For xmpl, o mgr hd difficulty kpig cutomr rvic rprttiv. 5

6 Dt Dt PROFILEXT offrd iformtio rgrdig job fit d i dcribd th mploy itructio mul PROFILES SALES ASSESSMENT Sl Bhvior i th PSA wr criticl for udrtdig how lpro old. It pvd th pth of focud l triig Dt CHECKPOINT 360 hlpd ldr udrtd how thy wr gttig i th wy of thir ow prformc d hppi Compy Trgt Ky Sl Mgr O rrivd t work d tyd o th job oly o hour, d othr ltd jut bit logr. I hd cc to th Profil mt. I got th mgr o th pho d kd him how much th mt hlpd mk th dciio o hirig th lt two, bcu th mt id ithr w th right fit. H hd jut optd ot to u th mt. I poitd out tht hi mthod w ot workig, o h wt bck to uig th mt d popl did t lv i th firt hour. Profil Sl Amt Th Profil Sl Amt providd my of th m quliti th PXT, but lo rvld how mploy would ppr i th l cycl. Tht i qully importt th hirig dciio, bcu I dd to udrtd how tht mploy would ll. It told m whthr I dd to zro i o y r, uch cloig. It gv m r to focu o. Wh h hrd tht iformtio with lpopl, thy pprcitd it, th mgr id. If thy hd cll rluctc, th PSA howd thm how to ovrcom it. Th mt gv popl prmiio to bcom comfortbl i l, h id. Slpopl oft do ot wt to dmit thy r lpopl, but h otd tht l i rlly bout providig bui olutio d hlpig popl gt wht thy wt or d. Doig l i midt. It bout cofidc, but it lo bout big upportd d big cochd. Dt Hirig th right popl for l d cochig thm wll rultd i compy gi tht fr urpd gol, th mgr id. W xpctd our ccout rprttiv to chiv $300,000 i yr. A rult of uig Profil, w chivd ovr $1 millio pr ccout rp. Th th vrg wt up to $1.8 millio xcpt for two l rprttiv, who old lmot $3 millio ch. ductio To chiv ficil ucc, lpopl doptd gol of mkig two ppoitmt pr dy, or 10 pr wk. Out of ix ppoitmt, I kw thy could clo 50 prct or grtr. W coittly ld th compy i w ccout, h ddd. Som brch got 18 or 20 w ccout pr wk. W hd to hir th right pro with th midt to do th work t hd. 6

7 Dt Dt ChckPoit 360 Th tm th mgr trid i Cd d th Uitd Kigdom hd vr 360-dgr mt, i which thy wr bl to thmlv th wy othr collgu, ldr, d ubordit w thm. Prtty coittly, popl hd o id how thy wr howig up. Thy wr gttig i th wy of thir ow prformc d hppi. Th, thy got to wht thy wr doig wll. Dt Thi providd workr with bli for thir lf-dvlopmt. Mi wll, h ddd. Aftr two yr, w lookd t how thy wr movig, d thy rlizd w wr riou bout how thy wr doig t bcomig bttr ldr. Wh th futur Profil prtr xmid himlf d how h commuictd, h rlizd tht om popl wr ot oprtig o th m vrbl lvl tht h w. I cociouly lowd dow d rptd thig. I kd thm qutio. Popl pprcitd tht. It hlpd m bcom mor ffctiv. Summry It i importt to ot tht Profil offr mt tht driv improvmt cro idutri. Bfor dlvig ito th tffig bui, th mgr workd i th hopitlity idutry compltly diffrt miliu. I w th tiol dirctor of triig for rturt. Th food bui i rvic idutry, d popl com to your rturt bcu thy wt to. Compy Trgt Ky Sl Mgr Dt ductio Th tffig bui i l idutry. Nothig hpp ul you ll omthig. I tffig, thr i o brd wr. Furthr, h otd, thr r diffrc btw Amric-bd d Cdi-bd firm, d btw publicly trdd d privt firm. Public firm td to b ruthl wh dlig with popl, h id, otig tht h w told to fir popl who wr ot doig th job. But Cdi lbor tdrd r trigt, d workr cot b fird without cu. I th tffig bui, th workr h dlt with dd l triig, but om vr hd it, o h ititutd triig progrm immditly. Tht chgd th cultur. Popl joyd big thr. Thy md good bou moy, good commiio. It 7

8 Dt Dt Dt Compy Trgt Ky Sl Mgr w mor lik fmily th work viromt. H id th thr-progd pl h doptd would work for y idutry: U Profil mt d hir th right popl. Tri w hir. Hold mploy ccoutbl, bcu ccoutbility doig wht you y you r goig to i th bi of itgrity. Th futur Th currt Profil prtr tblihd hi ow cochig d triig bui i 2009, d work with compi tht hv 500 mploy or mor. Th r lrgr orgiztio th I hv pprochd bfor, d it workig wll. H i lo cotiuig crtifid bui coch with Dl Crgi. Th combitio i rwrdig, d ot lik work, h id. I rlly do it bcu I bliv i it, bliv it work, d joy doig it. Dt ductio 8