Spend your time and resources on the right people.
If you have a large pipeline of quality recruits to choose from, spend more energy trying to convert these people rather than settling for average talent. The war for talent is fierce in the marketplace but there is nothing like using a psychometric tool to reinforce people’s strengths and show them why they would succeed with you.
We recently conducted a study with a large company to help them assess their recruitment efforts.
The company hired about 200 sales people per year, with a recruiting pipeline of 7 000+ candidates from both warm and cold sources. Of these candidates, 31% were identified as high potential quality recruits using the science of our psychometric prehire selection assessments.
The company was able to convert only 7% of those high quality recruits; the other hires came from recruits identified as having only average potential.
In this study, we monitored the performance of the recruits after they began work. The results were clear – higher quality hires out-produced those with average potential by 10% in the first year and 22% in the second year.
These results surprised the company and got them thinking… why are we not able to convert more of the high potential candidates?
RECONSIDER YOUR HIRING PRIORITIES
Time and time again in high volume continuous flow recruitment models, recruiters need to meet annual hiring quotas. In some cases, people are even compensated based on filling their targets of recruits/hires. However, organisations that encourage this method of hiring are limiting their own profitability by directing focus away from securing high quality recruits.
Denne historien er fra July - September 2018-utgaven av thinksales.
Start din 7-dagers gratis prøveperiode på Magzter GOLD for å få tilgang til tusenvis av utvalgte premiumhistorier og 9000+ magasiner og aviser.
Allerede abonnent ? Logg på
Denne historien er fra July - September 2018-utgaven av thinksales.
Start din 7-dagers gratis prøveperiode på Magzter GOLD for å få tilgang til tusenvis av utvalgte premiumhistorier og 9000+ magasiner og aviser.
Allerede abonnent? Logg på
Getting Over Your Fear Of Cold Calling Customers
A recent research study found that 48% of business-to-business salespeople are afraid of making cold calls.
10 Tips To Get Honest, Productive Feedback
Great leaders are great learners. Their never-ending pursuit of information pushes them to constantly improve and sets them apart from the rest. Getting and learning from feedback isn’t always easy, but it is necessary, if we want to become better.
The 5 Things All Great Salespeople Do
The best salespeople know they’re the best. They take pride in their art form. They separate themselves from the rest of the pack regardless of circumstance. So how do they do it? What’s their secret? Are you one of them?
Why Trade Shows Are Worthy Of Your Marketing Budget
Given unrealistic expectations against a modest budget, marketing leaders are routinely tasked with making trade-offs on what stays and goes in their annual budget. In a highly digitised world, trade shows might seem like the ancient way to do things, but they remain one of the best forums for exposure to customers. Increase your success rate with trade shows through more thoughtful planning that aligns sales and marketing to common goals and objectives.
Why CRM Projects Fail And How To Make Them More Successful
CRM is an important tool, but it is just a tool. When the laptops are shut down for the day, it’s your sales team that is responsible for bringing value to clients and driving revenue. Implement your CRM with that in mind and you’ll be pleased with your ROI.
Is Your Corporate Strategy Paying Off?
Key questions to determine if your strategy is working.
3 Ways to Improve Your Ability to Diagnose
Selling requires a strong ability to diagnose the client’s problems and challenges.
How To Create Compelling Content
How do you create content that cuts through the noise? How do you get attention now that there is a glut of content being created?
Build Up Your Resilience By Asking Yourself Two Simple Questions
You may surprise yourself and find good in the bad.
How Marketing Can Increase Customer Lifetime Value
Marketing can play a pivotal role in boosting customer profitability.
