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A company using a comprehensive targeted
selection interview process had been able to develop a highly
productive sales force. However, after creating an objective
standard using the ECI Behavioral Insight, it was determined that
85% of the least successful performers could have been identified in
the initial selection process had this standard been put into
place.
After 9 months of using the ECI Behavioral
Insight in combination with the objective standard in their targeted
interview process and their Competency Performance Management
System, 92.6% of those hired with the program either met or exceeded
position requirements. Turnover was reduced from 32% to less than
9% in less than one year.
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One nationally recognized
business equipment sales organization was able to reduce turnover
from 110% to 34%, while increasing the productivity of new hires by
more than 30%, within 6 months after instituting the ECI Behavioral
Insight system.
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After creating a Model of Top Performance
using the ECI System for another business equipment sales company,
it was found that sales representatives who matched the model
generated nearly 3 times the revenue of those who did not match the
model
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In tracking the results of the ECI Behavioral
Insight over a period of 18 months, a major international insurance
brokerage firm found that 97% of the people recommended for hire by
the profile either met or exceeded position requirements once on the
job.
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One industry
leading placement firm, placing computer consultants, was able to
reduce their turnover rate from 50.8% to 12.5% in the Recruiting /
Sales division in just 12 months after instituting the ECI
Behavioral Insight program.
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A pharmaceutical company
requested that individual Developmental Reports be prepared for all
sales representatives based on the results of the ECI Behavioral
Insight. Sales representatives reported that this was the most
valuable support that the company had provided them in developing
new skills.
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After creating a strategic Organizational
Improvement Plan and instituting the ECI Behavioral Insight into
their hiring and managing processes, one branch of an international
insurance brokerage firm was recognized as the “most improved”
branch for the nation of Canada in 1995. Improvements occurred in
revenue generated, increased retention of accounts, and significant
gains in profitability.