OPPORTUNITY

Before Danna Dunnage moved into the role of President of GFS British Columbia, she led the national sales team for five consecutive years. The sales organization had previously been using PI, but never fully employed the tool as part of HR protocol. Following the economic recession, her team was seeing plummeting sales numbers. As Danna recalls, “when times are good, you ignore your problems.” Impacted by the declining sales, Danna questioned whether GFS really had as strong of a sales team as they had thought.

SOLUTIONS

To address these issues, Danna decided that she needed to determine if GFS was putting the right people in the right roles. If she could determine the key factors that were responsible for successful revenue generation, she could better use the Predictive Index to identify top sales talent for her team and thus stimulate business growth.

Danna implemented the Predictive Index Behavioural Assessment® , as delivered by Certified Elite Partner Predictive Success, in partnership with the Learning Indicator assessment for all candidates applying to GFS in British Columbia. Following the successful implementation of PI and LI, Danna introduced the CFS (Customer-Focused Selling) training program. Since implementing PI, LI, and CFS, Gordon Food Service has been able to create better “fits” for placing people in their positions and has seen an increase in sales by 13%. They have also dramatically improved engagement levels and cross-organizational communication with the help of customized PI workshops.