A thought:
Consider how hard it is to change yourself
and you’ll understand what little chance you
have of trying to change others.
“He or she who wants something
from someone, must adjust.”
Mike Stewart
Predictive Group
Your Natural Behavioral Strengths
&
Team Dynamics
Mike “Stu” Stewart
President & CEO
Predictive Index Worldwide
– Since 1955
– Boston, MA (U.S.A.)
– 47 Licensees in the Network
• 8,500+ Clients Worldwide
• 400+ PI Associates Globally
– Developed for Business
• PI Tools in 69 languages
• Job Modeling Tools
• Proven Behavioral Science Techniques
• Most validated behavioral system in the world
• www.PIWorldwide.com
Science, Validity, Reliability
Professional Learning Indicator
Predictive Group, Inc.
– PI Member Firm Since 1990
– HQ in Scottsdale, AZ
• Territory:
–
–
–
–
–
–
Arizona
California
New Mexico
Nevada
Oregon
Washington
– 300+ Client companies
• 35 states
• 22 countries
– Shared Services: Client Support Team
– www.PredictiveGroup.com
Training, Coaching, Support
Leadership Performance Index
Leadership Transition Program
Predictive Group, Inc.
– PI Member Firm Since 1990
– HQ in Scottsdale, AZ
• Territory:
–
–
–
–
–
–
Arizona
California
New Mexico
Nevada
Oregon
Washington
– 300+ Client companies
• 35 states
• 22 countries
– Shared Services: Client Support Team
– www.PredictiveGroup.com
Training, Coaching, Support
Organizational Readiness
Workplace Analytics
Workforce Analytics
Things & Stuff
People
•
Finance
•
Behaviors
•
Customer
Satisfaction
•
Cognitive
•
•
Choices
Demographics
•
•
Skills
Performance
•
Experience
The whole person is a combination of:
Talent Management is the art and the science of recruiting,
training, and developing people at every level, in every
department, in every company, across the globe.
By definition:
• Talent is a marked innate ability
• Innate is existing in a person since birth (Genetics)
Talent
Potential
Challenge is to
Engage
People
Knowledge
Genetics
Actualized
or
Skill
Overcome
Knowledge
Actualized
Breakthrough Action
Self Awareness
The Leadership Delta
The Breakthrough
Me My Job
Behaviors
Cognitive
Skills
Attitude
Ambition
Work Values
+
=
3. Self Correct
Self Acceleration Sustains
Professional Growth
&
High Performance
The Law of the Incline
Best
Performers
STRETCH
Results
10%
Day 1
Any Job
Quota
Company Owned Responsibility of:
Onboarding, Training, Coaching,
Encouraging, Overcoming Gaps
Time
The whole person is a combination of:
The whole person is a combination of:
WHAT ARE YOUR
PREDICTIVE INDEX
RESULTS?
How does Predictive Index Work?
•
•
•
•
PI is a Stimulus Response Instrument
Using a Free Choice Checklist methodology
There are 172 words associated with specific behaviors
Human behavior is the product of response to stimuli
PI Measures Behavioral Drives
NORMAL
MORE
LESS
DISTRIBUTION
A Cautious
Assertive
B
Things
People
C
Quick
D
Casual
Deliberate
Formal
Higher than Average
Extremely
Very
Generally Generally
Very
Extremely
3
2
NORMAL
1
1
DISTRIBUTION
2
3
A
B
Extroversion
C
Patience
D
Formality/Details
Synthesis
Changing
Natural
Lower than Average
E Factor
M Factor
Average is 72
о
Left = Intuitive
Right = Logical
Dominance
Factor M: Awareness of Surroundings
(your bottom graph M number)
2.5%
Extreme
13.5%
Very
Focused
< 20
Focus
Adapt
34%
34%
Average M
72
Normal
M = 45 ………………M = 95
1 Sigma: 68%
2 Sigmas: 95%
13.5%
Very
Adaptable
> 120
2.5%
Extreme
Factor E: Judgment & Decisions
Intuitive
19
18
9
18
4
70
Low
High
Extreme
Logical
Extreme
Normal
Intuitive
Normal
Logical
Summary of Predictive Index Results
Natural Behavior
1
2
3
4
5
6
A Team is born
Team
Trust Them
Building
Value the
differences
Basics
Understand
Yourself
Understand
Others
Executive Team
Sample
Company logo goes here
1. Dick
2. Jyllene
3. Chris
4. Diana
5. Junar
6. Gaurav
7. Roma
8. Philip
9. Manfred
10. David
11. Colby
12. Mike
13. Tim
14. Ganesh
15. Dan
16. Ana
17. Sarah
18. Steve
6
164
134
5
154
134
124
3
114
2
104
94
1
84
0
78
74
63
57
-1
64
79
60
-2
-3
-4
44
34
47
43
41
40
18
14
24
28
22
Log
Int
Log
Log
Int
Log
Int
Log
34
45
27
-5
54
Log
Log
Int
Int
Int
Log
Log
-6
Int
Log
14
Int
4
-6
Task Centered (A/B)
Proactive (A/C)
Tolerates Uncertainty (A/D)
Connects Quickly (B/C)
People Over Rules (B/D)
Unconventional (C/D)
Analytical outlook with critical
thinking and a problem-solving
nature. Focused on the end result.
Focused on the future, thinks ahead.
Anticipates and initiates action to
create new results.
Decisive and risk tolerant in unfamiliar
situations. Comfortable discussing ideas
and intangibles, even with partial data.
Reads others naturally, innate team
builder. Interested in generating
results through people.
Informal, places people-related
outcomes ahead of processes. Readily
flexes to accommodate others.
Outside the box thinker, innovative
and finds own way of doing things.
Casual about conforming.
People Centered (B/A)
Steady, Dependable (C/A)
Seeks Certainty (D/A)
Introspective (C/B)
Rules Over People (D/B)
Follows-Through (D/C)
People oriented and concerned with
others. Inclusive style, responds with
natural empathy.
Stabilizing focused, patient with the
process. Pushes for methods with
predictable outcomes.
Conservative and precise, wants work
done correctly. Defines outcomes
specifically, considers all factors.
Objectively hangs back and asses
others. Focused on tasks and
formalizing processes for results.
Formal and serious, emphasizes
accuracy and by-the-book approach.
Cautions and unvarying of rules.
Thorough and dependable, checks to
ensure project completion. Complies
with expectations.
NO BAR
1
2
=
=
=
Unpredictable / situational
Generally predictable
Very predictable
3
4+
=
=
Extremely predictable
Absolutely predictable
“M” gauges Adaptability, energy and adds emphasis to the observed behavior.
Int = Intuitive
Prepared by:
Luke Stewart
Log = Logical
Predictive Group, Inc.
+ = Extreme
800-713-8344
"M" = Response Measure (Average is 72)
144
127
4
Predictive Group, Inc.
Mike Stewart
stuii@predictivegroup.com
480-423-5222
800-713-8344
Sharing leadership skills with managers since 1955
Facebook.com/PredictiveGroup
Twitter.com/PredictiveGroup
Linked.com/company/The-Predictive-Group-Inc
Predictive Group, Inc.
Mike Stewart
stuii@predictivegroup.com
480-423-5222
800-713-8344
Sharing leadership skills with managers since 1955
Facebook.com/PredictiveGroup
Twitter.com/PredictiveGroup
Linked.com/company/The-Predictive-Group-Inc
Spare slides for general use
when you need them
Cognitive Complexity
“Success today requires the agility and drive to
constantly rethink, reinvigorate, react, and
reinvest.”
Bill Gates
“First Break All the Rules”
Gallup Organization
•
Research – 80,000 Top Leaders interviewed 1:1 over 25 years found:
– Great Managers do not believe that every person, given enough
training, can do anything they set their mind to.
– Great Managers do not, in fact, try and help people overcome their
weaknesses.
– Great Managers select employees for their talent, not just for their skills
or experience
– Talent as defined in the Gallup context is:
• Not genius, rather it is the recurring patterns of successful behaviors
(PI measured) that can be productively applied (PLI measured cognitive complexity/learning agility).
• Research determined that Talent is more important than
Experience, Intelligence, or Willpower.
Professional Learning Indicator
Cognitive Complexity:
“Is a measure of ones Learning Agility and Processing Speed, and is
not a measure of one’s
hard drive capacity/content, or Intelligence”
Professional Learning Indicator
Cognitive Complexity:
“Is a measure of ones Learning Agility and Processing Speed, and is
not a measure of one’s
hard drive capacity/content, or Intelligence”
“Learning Agility especially comes into play with transitions from
the known to the unknown to the known.”
Mike Stewart
Learning Agility is more than intelligence or simply being smart:
What Learning Agility IS:
What Learning Agility IS NOT:
• Quick Thinking
• Intelligence, IQ
• Taking Initiative
• Grades or academic ranking
• Curious – Asking “Why” and “How”
• Scores on standardized tests
• Making fresh connections
• Functional or Technical skills
• Complexity is stimulating, not daunting
• Verbal skills
• Broad thinking
• Analytical skills
• Adjust to leveraging personal strengths and
• Straightforward problem solving
bridging weaknesses effectively
Morale/Engagement
Reading Morale is reflective only near the time the PI Survey was completed
Natural
Normal Response Level
Low Morale
When the
response level is
lower in the SelfConcept than in
the Self Pattern
High Morale
Normal
1 Sigma
When the response level is
higher in the Self-Concept than
in the Self Pattern
Current Response Level
Changing
The Position
How the Job Needs to be Performed All Day –
Every Day
The Job
&
The People Doing the Job
Job Model – Front Line Leader
Results
Authoritative
Persuasive
Scientific
ProActive Altruistic
Control
Craftsman
Venturer
Promotional
Social Interest
ReActive Altruistic
Creative Analytical
Diligence
Operational
Quota
Individualist
Q1
Q2
Q3
Q4
Q5
Q6
Q7
Q8
Time
Specialist
Job Modeling
Incident Commander
7/4/11
Weldon McQueary

2
9
3
11
2
3
2
5
0
1
4
3
0
2
0
3
2
9
3
11
Fit/Gap Analysis
Job Model: Incident Commander
Individual Behavior: Weldon McQueary
_________________
A
B
C
D
A
B
C
D
My job needs me
(A) Dominance
Job 
Person
X
2
(B) Extroversion
(C) Patience
1
(D) Details
Proactive
(A over C)
LOWER
Response Measure: The average is 72. This measure gauges
Adaptability, Energy, and adds emphasis to the observed behavior.
Job 
Person
Agreeable, structure, accommodating, team, cooperative
HIGHER
Confident, independent, competitive, innovative
X
1
Intense, multi-tasking, variety, quick, urgency
Flexible, just do it, uninhibited, delegator
Task Centered
(A over B)
People Centered
(B over A)
M= 86
Private thinking, task oriented, reserved, analytical
X
Behavior is but one aspect of a person’s
Talents. Also consider skills, experience,
intellect, attitude, and the demands of the job.
Open, communicative, outgoing, upbeat
Stable, consistent, methodical, steady, routines
X
2
Specific, careful, planner, diligent, rules
Analytical, technical, self dependant, my way, problem solver, authoritative, critical, resourceful
X
2
Pro-Active, starter, new ways, initiatives, take charge, enjoys pressure, move forward,
ambitious
X
1
Reactive
(C over A)
People oriented, service to others, includes & empowers others, positive, team oriented, shares
Tolerates Uncertainty
(A over D)
Reactive, stable, steady, consistent, maintains pace, deliberate, dependable, tolerant
Risk taker, decisive, action, production, get it done, strategic, generalist, starter
Seeks Certainty
(D over A)
X
4
Risk adverse, do it right, specialist, conservative, result based decisions, careful to do it right
Connects Quickly
(B over C)
X
1
Quick to connect to people, reads people, includes others, optimistic, enthusiastic, persuasive
Introspective
(C over B)
Flexible
(B over D)
Takes time to connect to & trust people, reserved, serious, skeptical, independent, introspective
X
Informal, poised, delegation to others, good mixer, flexible, casual when not interested
2
Formal
(D over B)
Casual with the rules, find my own way, delegates freely, loose structure, do it now – worry later
Casual w/ Rules
(C over D)
Follows Up
(D over C)
Formal, serious, disciplined thinking, factual, reserved, skeptical, independent, tactical
X
2
Careful with the rules, follow up, planner, options organizer, consequence vs. my actions
The Skinny Resume ® Option
Resume
vs.
Genetics & Choices
- Skills can be Taught
- Experience is Cumulative
- Talent is Genetic
Benchmark Assessment
Sales Skills Assessment Tool
(SSAT) Results.
• Your SSAT results
– Your SSAT Score
– Your SSAT Score compared to your immediate work group
– Your SSAT Score compared to the larger group
– Coaching Tips
– What SSAT Measures
© Copyright 2004 Praendex
Incorporated
Your Sales Skill Results
YOUR Name
Group Name
All Participant Summary
Open
4.0
3.0
3.7
Investigate
4.0
2.5
3.6
Present
4.0
4.0
3.8
Confirm
3.0
2.5
3.7
Reflection Guide
Results in Line with Your Expectations:
Surprises You See in the Data:
Potential Explanation of Surprises:
Actions:
© Copyright 2004 Praendex
Incorporated
Position
3.0
2.5
3.8
Total #
Correct
18.0
14.5
18.6
Total Correct
72.0%
58.0%
74.6%
Sales Skills Assessment
5 Subjects X 5 Scenarios = 25 @ 4% each = 100%
1.
OPEN – Building Trust & Credibility
1.
2.
3.
4.
5.
2.
INVESTIGATE – Uncovering A Person’s Needs
1.
2.
3.
4.
5.
3.
Articulate Value
Link Capabilities to their Situation
Influence Through Involvement
Establish Value: Relevance to Them
Differentiation & Solution Accuracy
CONFIRM – Gaining Agreement, Closing a Topic
1.
2.
3.
4.
5.
5.
Strategic Questioning
Investigative Questioning
Verbal Summary: Proof-Of-Listening
Uncover Decision-Making Criteria
Examine Persons Perceptions
PRESENT – Linking Your Capabilities to A Person’s Needs
1.
2.
3.
4.
5.
4.
Setting the Verbal Agenda
Managing The Meeting Opening
Handling Early Objections
Managing the Persons Expectations
Capturing the Persons Mindshare
Ask For The A Decision
Utilize the Objection Handling Process
Answer Objections Accurately
Presenting to Multiple Decision Makers
Create An Advocate
POSITION – Building Relationships For Life
1.
2.
3.
4.
5.
Managing A Persons Expectations
Ask For Referrals
Cross-Selling
Position for Future Opportunities
Manage the Long Term Relationship
Sales Skill Assessment Tool:
The Knowing/Doing Relationship
SSAT
Sales
MUSCLE
SSAT
Sales
EXECUTION
(Identifies Strength) (Knowing-Doing Gap)
SSAT
Sales
KNOWLEDGE
(Skill Development)
SSAT
Sales
LEVERAGE
(Remove Obstacles)
Performance Acceleration
PI’s Blended Learning Program
Lifetime Certification and a Blended Learning Experience
Organization Chart
Key
Business Leader
Leader of Leaders
President
Leader of Individuals
Individual Contributor
VP Sales
VP Human Resources
L&D Director
Sales Manager
Outside Sales
Sales Support
VP Operations
VP Finance
GM Manufacturing
Division Controller
HR Manager
IT Manager
Production Supervisor
Accts Payable Mgr
Recruiter
IT Specialist
Senior Technician
Bookkeeper
Multi-Source Development Survey
Predictive Group, Inc.
Mike Stewart
stuii@predictivegroup.com
480-423-5222
800-713-8344
Sharing leadership skills with managers since 1955
Facebook.com/PredictiveGroup
Twitter.com/PredictiveGroup
Linked.com/company/The-Predictive-Group-Inc