Talent-based Selection and Hiring

Targeted Selection for Sales and Sales Management

Pre-requisite: None

Background: Traditional hiring processes routinely fail to single out the best potential candidates. This is in large measure because too much consideration is given to seemingly important criteria such as experience, educational background, or even "chemistry". As it turns out, these factors are not predictive of future performance especially when it comes to sales. Research has shown little correlation between sales success and experience, education or chemistry.

Rather than focus on non-predictive attributes, a good selection process identifies candidates who have a high likelihood of being able to excel in a role by comparing their talent profile to that of your best performers. This process not only results in better candidate selection, but reduces turnover and saves on recruiting expenses.

The Process: Through extensive analysis of your current successful sales team we learn which talents make your best producers so well suited for success in their current role. As part of the selection process we meticulously research what is involved in the job being filled, as well as gain cultural information about the company overall.

Our proprietary methods enable us to learn what it is that makes your best producers so well suited for success in their specific jobs. We then initiate a two-stage Predictive Hiring process that streamlines hiring with early identification of top candidates:

• First, a low cost, three minute, on-line screening Assessment interview helps you target your recruiting resources only to those candidates who have a reasonable likelihood of success.
• Next, a subsequent in-depth phone interview conducted by specially trained analysts isolates the best of the best.

Predictive Hiring is conducted in a way that eliminates biases toward one candidate over others. The interviews are both developed and performed exclusively by trained analysts who then provide you with a graph depicting a candidate's score against specific criteria. They get a recommendation as to how likely the candidate is to excel at the job being filled. One-on-one consulting with an analyst is also offered to help companies make the best decisions about potential candidates. The process easily integrates with existing hiring criteria and meets all EEOC guidelines.