Texas Homebuilding Company

The Challenge
 

Last year, a Houston-based homebuilding firm faced an escalation in turnover and a decrease in sales. Market share, productivity and survival were all in question. The market was there, but the company simply couldn’t get to it with its sales-force in constant churn. The firm’s problems were the result of poor hiring decisions caused by a lack of understanding of the sales job. Hiring managers did not know what talents were necessary for success. The company faced dire consequences if they did not find a solution quickly. They needed help. And fast.

The Solution
 

The firm turned to a TriMetrix certified consultant to help solve their problems. The consultant informed the management team that a successful salesperson at another company might not be as successful at theirs because of their unique culture and rewards system. He explained because every company was different, sales-forces must also be unique. Experience couldn’t tell them enough about future performance. They had to look deeper.

A solution was promptly implemented. The consultant began by benchmarking the sales job, which meant bringing all of the stakeholders together to analyze the job. By using validated tools and proven processes, he articulated how the job should be done.

The TriMetrix system allowed the consultant to use validated assessments that clearly identified what the job is asking for and what the candidate has to offer. These reports could easily be compared to show the correlation between the candidate and the job benchmark. 

The next step was to begin developing targeted interview questions around the benchmark. The interview questions addressed specific needs the sales position required. Combined with the assessments, the interview questions delivered the perfect one-two punch to find superior performers for these sales positions.

TriMetrix Saves a Heavy Equipment Company from a Collapse in their Service Department

The Challenge
 

A large heavy equipment company was struggling to keep their aftermarket up to speed with their exponential growth in sales. The company consists of several dealerships spread across 3 Canadian provinces. Each individual dealership was struggling to keep their service department efficient and profitable, but the company was unable to pinpoint the bottleneck that was holding them back.

The company faced an issue of poor organizational structure and long-term family ties. The reality was, they didn't have the right people in the right positions and there were a lot of emotional ties with long-term employees. The company then realized that they were going to need some outside help in order to get their service department running smoothly and up to speed with their sales.

The Solution

The equipment company called upon a TriMetrix certified consultant to take action upon the situation.  The consultant began by benchmarking the key positions in the service department, starting with the service center managers. Understanding the role of the position and that the job requires to be successful was the critical step of the process.

Each benchmark allowed the consultant and the managers to let the job talk and tell them what a perfect employee for that position would look like. Because different jobs require different personal attitudes and behaviors, certain people will match a job naturally as others may struggle.  The company soon realized that the problem wasn't about their employees' technical knowledge; the real problem was the lack of understanding each position's behavioral requirements.

TriMetrix is the only system in the world that starts by benchmarking a job and then looks at why, how, and what an individual can contribute to the job. This time-tested and proven system is guaranteed to find the best candidates for any position. TriMetrix is more than just a selection tool; it’s very effective for developing, and most importantly, retaining your valuable employees.

© 2006 by Performance Benchmarking

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