PXT Helps Financial Firm Match Bankers to Job

  CASE STUDY

PXT Helps Financial Firm Match Bankers to Job

Companies suffering from low worker productivity need to investigate how well their employees match their job duties. One financial services organization in the Southeast, facing a productivity problem, conducted a study to examine the relationship between employee performance and job match to the ProfileXT^®. What they learned has armed them to better select productive employees.

Participants
The company used 36 mortgage bankers to help examine the problem of low productivity on the job. Leaders evaluated each banker's performance, using a sales goal ratio and a supervisor's performance rating. Supervisors gave top performers a 1, average performers a 2 and marginal performers a 3. Of the 36, the company rated 11 as top performers. The average top performer met 97.2 percent of his/her sales goal.

Nine bankers ranked in the 2, or average, position, and 16 ranked as marginal. The average marginal performer met 32.7 percent of his/her goal.
 
Job Match
With the help of ProfileXT, the company developed a job match pattern for the position of mortgage banker that described the attributes of top performers. ProfileXT scores of the top performing employees helped create the pattern. Next, leaders matched all 36 bankers to this pattern. After reviewing employee ProfileXT; job match percentages, they selected of 87 percent as the benchmark to best identify top performing employees.

Results
Seven of the 11 mortgage bankers that the company ranked in the top performer category were correctly identified as such by the pattern. Only four of the 16 marginal performers were incorrectly identified as top performers by the pattern.

That means that of the 11 ranking as top performers, seven met or exceeded the 87 percent benchmark. Of the remaining 25 average and marginal performers, only five met or exceeded the 87 percent benchmark. Thus, the ProfileXT efficiently helped identify top performers.  

Furthermore:

• The average sales goal ratio for those who met or exceeded the job match percentage benchmark was 76.1 percent.
• The average sales goal ratio for those who did not meet or exceed the job match percentage benchmark was 48.9 percent.

Summary
Although this organization's top performers made up less than one third of the total sample of mortgage bankers, more top performers (seven) who were matched were able to meet or exceed the job match percentage benchmark than both the average marginal performers combined (five).

By selecting candidates based on the overall match of the ProfileXT, organizations such as this one are better able to increase productivity by identifying those likely to succeed. The company now uses 87 percent as the benchmark to predict performance in the mortgage banker position.