Case Study:
Developing a Dynamic Sales Force

Situation

For two years, this family-owned company has steadily sold replacement windows, sliding glass doors and skylights to homeowners. When the company's leadership decided to expand its offerings to include sunrooms and home remodeling, they found the sales force was not performing at optimum level.

Enter PDP

By administering the ProScan® strengths identifier tool to the company's sales force, PDP identified the traits common to the organization's top sales people as well as those traits common to underachievers. Top sales people were enthusiastic, persuasive and empathetic. They were fast paced, and disliked paying attention to details.

Solution

Through attrition, the company was able to hire more sales people who fit the top performance profile. In addition, the organization are creating assistance to help sales people with window and home measurements, paperwork and other details.

Message from the CEO

"We pay $200 per sales lead, and basically we were throwing away the leads we gave to poor performers. We would have saved thousands of dollars if we had used PDP's job modeling services a year ago, but at least we're using PDP now."

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