Brett Morris: Using Data To Predict High Performers

Today's conversation with Brett Morris, Chairman at PerceptionPredict, stemmed from one of Michael's LinkedIn posts about the important need for amazing car sales professionals. Brett commented on the post with a compelling chart visualizing how high-performing employees can be predicted with data.

Is It Possible To Predict High Performing Employees?

00:58 - Michael sets the conversation stage by explaining a LinkedIn post in which he discussed the importance and need for great car sales professionals in the retail auto industry. Brett Morris left a very thought-provoking comment about how it's possible to predict high-performers, which led to today's conversation.

02:53 - Brett explains that when you look at dealer group operations, they've all got pretty good systems when it comes to managing inventory, they've got data and clarity around that. In the service department, they have systems and a workflow for technicians. There are financial systems in place for the business office. With all that said, how does a dealership fish in a broader pond of people to predict and know if they are the right candidate for the job or if perhaps you have the right individual but in the wrong job role?

10:20 - Brett and his team have created a unique way to predict job suitability by utilizing an intricate system of character trait mapping that can provide dealers much more clarity about what attributes create an employee's performance. The process includes a quick 15-minute assessment contributing to scoring over 70 data points. Each data point is combined into an overarching view of attributes that helps predict who will perform what job better.

19:36 - Gratitude is listed as an attribute on the list that typically doesn't show up on assessments often. It makes sense when contrasted against the highest-performing car sales professionals like Frank Crinite or Ali Reda (Guinness World Record Holder). They operate differently than the average car sales pro. Gratitude for their lives, customers, and opportunities is a common thread in their daily lives.

Listen to the full episode for insights and context from Brett Morris!

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Thanks, Brett Morris!

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