CARMEL, Ind. (March 15, 2005) - Performance Assessment Network, Inc. (pan) CEO David T. Pfenninger Ph.D. will address top-performing affiliated recruiters today at a Management Recruiters International (MRI) event in Puerto Rico. Pfenninger, a veteran thought leader and senior executive in the assessment industry, will detail a strategy for conquering sales call avoidance, one of the greatest challenges to business success for executive recruiters. Sales call avoidance, which is characterized by a failure to consistently prospect for customers, is thought to underlie billions of dollars of wasted corporate investment and lost revenue opportunities annually. Sales-driven organizations can achieve success by moving from sales call "avoidance" to "engagement," according to pan.
Findings of pan's 2004-2005 National Study on Workforce Engagement, released in October 2004, indicate that less than half of today's workforce is "fully engaged," while nearly one-third is "unengaged" -- meaning more than half of today's employees are not acting in ways which assist their organizations in creating positive customer experiences, and business success. pan's survey also confirmed that pre-employment assessment is a strong predictor of engagement and underscored the critical link between pre-hire testing and an employee's contribution to overall business success.
"Sales call avoidance, which affects all sales situations, is displayed in many behaviors, from procrastination and disorganization to rationalization and excuses. Web-based assessments enable employers to identify these 'anti-sales' behaviors before the employee is hired," said Pfenninger, who is also a licensed clinical psychologist. "For incumbents, 360-degree feedback tools measure call avoidance, and workforce engagement surveys identify systemic problems feeding sales call avoidance."
pan's participation at this MRI event underscores both the abundant opportunity that the ongoing war for talent offers executive recruitment organizations, and the importance of Web-based tools as the cornerstone of a strategy for maximizing success in the current environment. pan also hosted a special reception for top MRI offices on Sunday, March 13th featuring three-time Grammy winning songwriter Ralph MacDonald and the New York All-Stars. MacDonald, writer of such classics as "Just the Two of Us," and "Where is the Love," and longtime member of Jimmy Buffett's band in his "day job," thrilled the audience with his percussion driven jazz show.
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