Augur Inc

Office Giant Achieves Record Sales Growth

If you work in an office, at some point you have likely used a highlighter, glue stick, or label manufactured by Avery Dennison , a market leader in pressure sensitive adhesive labels and other office and industrial products. Mike Wilbur, director of field sales for the $1.2 billion North American office products segment of this $3.5 billion corporation, attributes much of his team's sales success to its work with the Predictive Index^®. California-based Avery Dennison recorded its eighth consecutive year of improved profitability, with record sales, net income and earnings per share.

While the Predictive Index has been in use throughout the company for approximately 10 years, Mike's group most keenly felt the benefits over the past five years when it underwent a downsizing and eventual re-staffing. "The PI^® was integral in helping less people handle increased demands and then aided in our bringing in new high-caliber employees. It helped us build a successful action-oriented sales team of high achievers, and continues to help us make our team even stronger."

Increased Retention and Morale

During the downsizing, employees who needed to perform double-duty received a great deal of retraining. With the help of PI, the fieldsales group was able to promote 22 individuals in the past 2 ½ years. "The PI has been a tremendous morale booster," adds Mike.

"It has also made a definite difference in retention. Our goal today is to hire and keep the best people. With the help of PI, we can better evaluate individuals who might need more support or different training to succeed, as well as better identify individuals to hire and promote."

Improved Employee and Client Relations

All 50 field sales representatives and 90 independent brokers reporting to Mike have been assessed with the PI, and all managers have available thumbnail summary sketches of everyone on their teams. Personnel regularly rely on the assessments of their bosses or direct reports to help gauge how to best interact for the most effective results.

"We have even used the PI with key contacts at one of our client companies. One of the clients at this company was intrigued after hearing us talk about the PI, and asked to take the PI," Mike adds. "The client commented that the process was fascinating and very beneficial. Reminding myself of my customers' motivations and hot buttons before I go in to meet with them gives me much greater preparation in ensuring a more successful encounter. This holds true for colleagues, bosses or direct reports."

The PI is routinely employed at Avery Dennison in all new hire situations, to see how each candidate will fit within an existing team and interact with a particular manager. "It gives us another data point in assessing a hire. I liken it to having an additional person in the interview," explained Mike.

Beyond individual use of the PI, each year Kathy Frank, president of Augur Inc., comes in during the first quarter to run workshops with Mike's North American Office Products sales staff, so they can use the information in team building and conflict resolution, as well. "It's a great refresher," said Mike. "In situations where we had some minor personality conflicts, the PI was instrumental in helping us resolve them. It provided each person with a better understanding of what the other individual really wanted."

Seeing Is Believing

Prior to Mike's managerial role, he initially encountered the PI when he took it himself in 1992. "I was truly skeptical at first, thinking this is just another way for big brother to watch me. When I heard the results, I was completely fascinated and intrigued. I honestly believed someone must have told Kathy Frank all about me. I could not get over the fact that this deceivingly simple two-page assessment could reveal so much." A year later, Mike participated in a class for managers to learn how to apply the PI in a managerial situation. At the time, he had only three direct reports. He explained that the PI proved even more valuable when he was promoted to his current role and his staffing significantly increased. "When I was with another division, we previously tried another tool, but found the PI much simpler, quicker and easier to use. You can get answers within minutes."

Avery Dennison is a shining example of a firm that appreciates the potential of its people. The Predictive Index helps Mike's group boost sales, improve employee and customer relations, enhance training efforts, hire the best possible employees, and increase retention. This is clearly a company poised to reap even greater rewards in the 21 st century.

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