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The High Importance of Objectivity in Strategic People Analytics

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As John F Kennedy said, “Change is the law of life. And those who look only to the past or present are certain to miss the future.” That’s why organisations increasingly recognise the value of leveraging data to drive decision-making across the business. HR, being at the forefront of managing an organisation’s most vital asset – its people, has been quick to tap into the potential of strategic people analytics.

Today future ready organisations need to think critically about the assessments they use to ensure they provide the necessary objective data for effective people analytics, ultimately enhancing their existing HR systems.

Most organisations today have great technology that efficiently handles the people logistics aspects. Still, one area on the back burner is the advances made in assessment technology.

Many assessments in use today were developed before hybrid work, wellbeing, and burnout became part of the modern people challenges that HR must manage. Some liken older reviews to the equivalent of using the mobile phone technology from the late 90’s in a world where smart phones exist.

Traditional fixed “one size fits all” solutions for attracting, assessing, selecting, developing, and retaining people are no longer sufficient. That’s why it is crucial to be familiar with the latest assessment technology and the flexibility and employee lifecycle tools they offer.

What are People Analytics?

People analytics, also known as HR analytics or workforce analytics, refers to collecting and analysing employee data to gain insights and make data-driven HR decisions.

HR professionals can identify patterns, trends, and key indicators by utilising vast amounts of employee information. In short, indicators influence:

  • strategic workforce planning,
  • talent recruitment and retention,
  • diversity and inclusion initiatives,
  • performance management, and
  • succession planning.

Objectivity at the core in people analytics

Recent studies highlight the significance of finding measurable connections between HR and business objectives.  While at the same time reducing subjective decision-making in measuring HR and corporate performance.

However, in today’s data-driven world, HR professionals can mitigate bias and make more informed decisions by relying on objective data. Modern and flexible assessments provide access to raw data containing validated, objective data and insights, enhancing HR’s ability to make sense of data.

The power of assessments

New assessment technology enables HR professionals to analyse and better understand their workforce quickly and easily. These assessments provide objective data on various aspects of an individual employee’s profile, including:

  • competencies,
  • personality traits,
  • cognitive abilities,
  • behavioural tendencies,
  • development areas, and
  • skill levels.

By leveraging these assessments, HR professionals can gain valuable insights into an employee’s fit with:

  • the role,
  • the manager,
  • the team, and
  • the organisational culture.

Enhancing HRIS Systems

The seamless integration of APIs ensures that the factual data collected from assessments is easily accessible within the HRIS. This combination of information, supported by its objectivity, helps predict the immediate and future requirements regarding personnel and capabilities.

By incorporating this objective data into decision-making processes, HR professionals can minimise bias, improve employee experiences, and drive the growth of the business.

In conclusion, combining the potential of people analytics and modern, adaptable assessments means enhanced HR information systems with accurate individual data for more informed and strategic choices.

Contact us to power your strategic people analytics.

Behind every stay: How helpful is the influence of managers on employee retention

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Let’s state the obvious. The world of work has undergone a massive transformation globally in recent years. Traditional office-based work models are no longer the standard norm As businesses transition to hybrid work models, the influence of managers on employee retention is even more critical.

Before delving into more detail on the importance of direct managers, let’s first define what we mean by this term. A direct manager is responsible for supervising and managing a group of employees. They are often the main point of contact for employees when issues arise and play a crucial role in ensuring each employee they are managing is working to their full potential.

What are the factors behind the influence of managers on employee retention?

Bridging the gap: One of the key reasons these managers are so crucial is their ability to bridge the gap between employees and the organisation. This role becomes even more essential in a hybrid work environment where maintaining effective communication is vital. They ensure that employees understand the organisation’s goals and objectives, and role and purpose within the company. Regular feedback and support from these managers help employees feel engaged and connected to their work.

Well-being: Direct managers also play a vital role in supporting employee well-being. New ways of working do not remove the legal responsibilities of employers to pay attention to workplace health and safety. Managers are well-positioned to identify when employees are struggling with their workload or experiencing increased stress. They can offer support and guidance, such as providing access to mental health resources or adjusting an employee’s workload.

Team morale: Maintaining team morale is also critical to retention. Direct managers can provide opportunities for team building and socialising. Regular team meetings, social events, and other initiatives help create a sense of community and belonging, boosting morale and productivity.

Development and growth: Encouraging employee development and growth is also essential. Only some people can work from home. Also, some recent studies tell us that those working away from the office can become less visible and may be overlooked for new projects or promotions. Direct managers can overcome the perils of “out of sight, out of mind” and provide:

  • tailored training and development opportunities,
  • guidance in identifying strengths and weaknesses,
  • and direction on advancing careers within the organisation.

This manager role ensures fairness and recognition of course growth for all team members regardless of WFH or not.

The need for organisations to back their managers

However, it’s crucial to recognise that not all direct managers are great managers. Some have been promoted based on tenure and previous success in different roles. Some are simply the last man standing in a team. Research shows that mediocre management is the number one reason people leave companies. Managing people is a complex task, and the complexity is further amplified in a hybrid work environment. Therefore, businesses must provide support and resources to direct managers.

Just as dentists require specialist tools to treat patients, managers need the right tools to lead and support their employees effectively. You may be curious about our range of practical, customised tools to help your managers succeed. As a first step, why not try the assessment yourself here to see what it looks and feels like?

How high does your new employee onboarding rate?

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In today’s highly competitive business landscape, hiring top talent is no longer enough to ensure long-term success. Companies must also focus on effectively integrating new employees into their teams and cultivating a sense of belonging from day one through their new employee onboarding process.

According to research and studies, there is considerable work to be done in this area. The failure rate for new hires within the first 18 months ranges between 25% and 46%.  Studies also tell us that Gen Z (born from 1995 to 2009) and soon to represent almost one-third of the Australian workforce have “itchy feet”, with over one-third (39%) planning to leave their job within one year.

It’s a given that training and development have always been important for employee engagement, and 63% of Gen Z agree! Based on these figures, it’s easy to see why the crucial process of new employee onboarding can make or break the success of an organisation’s retention goals. And if done poorly increases recruitment costs dramatically.

Companies must go beyond paperwork and logistics 

New employee onboarding goes beyond the paperwork and logistics of getting a team member up to speed. It is about:

  • creating a positive first impression,
  • setting clear expectations,
  • providing necessary resources, and
  • fostering a supportive environment for growth.

A well-executed onboarding program can help new employees feel welcomed, empowered, and motivated, leading to higher retention rates and productivity.

One critical aspect of employee onboarding is the selection process. Companies invest significant time and resources in finding the right candidate. However, the importance of providing feedback on assessments conducted during the selection process is often overlooked. Sharing the results of these assessments with the new employee can be immensely valuable as part of their onboarding and employee journey with an organisation.

Providing assessment results to new employees allows them to understand their strengths and areas for development. This feedback not only helps individuals gain self-awareness but also aids in aligning their goals with the organisation’s objectives. By sharing the assessment results, companies demonstrate a commitment to the growth and development of their employees right from the start.

Moreover, incorporating the results of psychometric assessments into the onboarding process can provide detailed insights to both the new team member and their manager. High quality psychometric assessments go beyond measuring skills and qualifications. They delve into personality traits, work styles, motivations, cognitive ability and behavioural tendencies. By understanding these aspects, managers can tailor their approach to supporting the individual employee’s development.

Information for strong new employee onboarding

A psychometric assessment should provide comprehensive information on the individual’s development areas. This information includes areas where they may need additional support or training to excel in their role. Armed with this knowledge, managers can create a well-defined development plan for the new team member, addressing their specific needs and setting them up for success.

Therefore, it is crucial to evaluate the effectiveness of your current psychometric assessment tool. Does it provide valuable information and insights to both the new team member and the manager? Does it offer actionable recommendations for development?

Assessing these aspects ensures that your onboarding process starts strong and sets the foundation for long-term success.

Reach out for a free psychometric assessment trial or to discuss a tailored approach for new employees in your organisation.

Employee retention – how critical is the role of the direct manager?

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As we traverse this new world of work, one key area that needs attention is the role of the Direct Manager.

There’s been a seismic shift in how people work in the last few years. Indeed, the pandemic has driven millions worldwide to recognise that the traditional office-based work model is no longer the standard norm.

Direct managers have always been necessary for the workplace. Still, their influence is even more critical now as many businesses have moved to a hybrid work model.

In this blog, we’ll explore why a direct manager is essential in this new world of work. And we’ll look at their impact on employee satisfaction, productivity and retention.

What does direct manager mean?

Before we explore the importance of direct managers, let’s define what we mean by this term.

A direct manager is responsible for supervising and managing a group of employees.

Direct managers are often the main point of contact for employees when issues arise and play a crucial role in ensuring employees are working to their full potential.

 

The Critical Importance of the Direct Manager in Employee Retention

Clear communication is vital for effective direct management

One main reason direct managers are so crucial is that they act as a bridge between employees and the organisation. Effective communication is vital in any workplace, even more so when working remotely.

Direct managers ensure employees understand both:

  • the organisation’s goals and objectives and their role and
  • purpose within the company.

They also provide regular feedback and support. Therefore, assisting employees in feeling engaged and connected to their work.

Supporting employee well-being is a crucial aspect of direct management

Direct management is also crucial in ensuring employees’ well-being, even when working from home. With a blur between work and personal life, employers must pay attention to their workplace health and safety responsibilities. Employees should feel valued and supported by their employer. A remote work environment highlights this. Employees may experience feelings of isolation and disconnection from their team and organisation.

Further, being well-positioned, direct line managers more quickly identify when employees struggle with their workload or face increased stress. They offer support and guidance, such as providing access to mental health resources or adjusting an employee’s workload.

Maintaining team morale is the responsibility of the direct manager

Working from home can sometimes be isolating. Ensuring that team morale remains high is paramount. Direct line managers play a vital role in this area. Examples are providing opportunities for team building and socialising, even if done virtually. Regular team meetings, social events, and other initiatives promote a sense of community and belonging among employees. All this boosts morale and productivity.

Encouraging development and growth is another important responsibility of the direct manager

Finally, direct managers are essential in helping employees to develop and grow within their roles. This responsibility needs more emphasis in a hybrid working world where employees may interact less with colleagues and managers.

Direct managers provide:

  • training and development opportunities
  • guidance to employees in identifying their strengths and weaknesses and
  • direction on advancing their careers within the organisation.

The significant impact of Mediocre Managers

Research from SEEK tells us that mediocre management is the number one reason people leave companies. Let’s face it, managing people is complex. Add to it the complexity of hybrid working – and the degree of difficulty goes up a few levels.

How to support Direct Managers?

In summary, direct line managers need all the help they can get.

Dentists need specialist tools to treat patients.

So too, managers need the right tools to lead and support their people in each of their roles.

 

At, Great People Inside we offer a fantastic, cost-effective range of customised online tools for each individual. Our tools include development suggestions and guidance.

Reach out for help to be in the presence of more Magnificent Managers in your organisation.

 

Isn’t it more important to prioritise job fit over white vs blue collar?

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Historically, blue collar vs white collar jobs referred to manual labour jobs that involved physical work. In the 1940s, this classification was not only based on the job itself but also on social class. Examples of such occupations include those in the construction, trades, and manufacturing sectors.

 

Fast forward to today, and collar colours

Today, blue collar jobs form an integral part of the workforce for many organisations, regardless of the industry sector. These individuals serve as the backbone of a company, frequently working in physically demanding environments and can face heightened risk.

Although businesses must prioritise customer satisfaction, ensuring all employees are content and well-suited for their respective roles and company are equally important.

 

What are the advantages of fit for white v blue collar and all employees?

There are numerous advantages, even in collar colour roles such as blue collar vs white collar jobs. Let’s look at some benefits here.

Any improvement in productivity translates to increased profits regardless of collar colour

A contented team of workers can greatly enhance their own productivity levels. A cheerful workforce creates a favourable work atmosphere that inspires employees to put in extra effort, resulting in improved organisational productivity. As most business people know, any productivity boost translates directly to increased profits.

Keep your top people

Happy employees, regardless of blue collar vs white collar or another collar colour, can also help reduce employee turnover. A high employee turnover rate can cost businesses severely.

 

According to AHRI, employee turnover costs 1.5 times the employee’s salary. 

 

Better mental health across all collar colours for jobs

Today, mental health has become a top priority in all workplaces. Employees well-suited to their job roles tend to experience higher satisfaction levels and are more likely to maintain good mental health. These aspects ultimately result in a more secure work setting.

 

When employees are happy in their jobs, they tend to be more alert and have greater attention to detail. And so, the likelihood of workplace accidents or injuries is reduced. Providing a safe work environment is always a must for organisations.

 

How to hire the right candidate for blue collar jobs?

Modern psychometric assessments can predict role success with high levels of accuracy. But they are rarely used for wage-based or less-skilled roles due to perceived cost constraints in many instances.

 

Great People Inside has a solution to this issue for successful business outcomes. Our highly precise psychometric evaluations are unbiased and efficient in assessing candidates for all job levels. From entry-level to executive positions, from the machine room to the boardroom.

 

The GR8PI platform can design cost-effective assessments to precisely measure fit and what’s essential to each specific role. The result for people in companies is improved productivity, reduced employee turnover, and better mental health.

Are you aware of other collar colours?

In addition to the well-known blue collar and white collar jobs, several other types of jobs are distinguished by collar colour. Each is explained in an article written by Kelly Campbell.

  • Gold collar – Signifies white collar workers with higher skills and are in higher demand. These include doctors, engineers, lawyers, and pilots.
  • Red collar – Refers to workers that work in the government whose salaries come from the red ink budget. This category may also include farmers.
  • Pink collar – An outdated term used to describe sectors historically dominated by women, including nursing and secretarial work.
  • Grey collar – These jobs are often associated with the gig economy or freelance work. Examples of grey collar jobs include graphic design, web development, and writing.
  • Green collar – This is one of the newest additions which refers to jobs in the environment.

We’ve seen the effects. We encourage you to try GPI for blue collar and other roles to make a real difference to your company.

What’s the actual cost of replacing top performers at work?

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As a CFO or finance professional, to help determine what’s the actual cost of replacing top performers at work, what if I asked you to rank your team members from top to lower performers?

Your estimate will likely come up with numbers (give or take) that are approximately:

  • 25% of your team are high performers,
  • 50% are average performers, and
  • 25% are below par.

What distinguishes top performers at work?

According to a McKinsey study, high performers are 400% more productive than average performers. And the productivity difference might reach 800% in sophisticated professions such as management or software development. These outstanding performers have distinct cognitive, behavioural, and personality traits.

Identifying these traits and hiring outstanding individuals is likely to result in considerable financial rewards for your company.

These employees not only boost productivity and income production, but they can also improve:

  • staff turnover,
  • management workload, and
  • investor and consumer confidence.

A terrible hire could result in hidden costs, such as

  • lost corporate credibility,
  • greater stress, and
  • worse employee morale.

What’s the bottom line or actual cost of replacing your top performers at work?

The bottom line is that hiring the wrong person can have long-term implications for your organisation. So, getting it right the first time is essential. And it’s scary these costs are not captured in the P&L and that actual costs can show as staggeringly high.

Making another smart investment for your organisation

As a senior finance professional, you recognise the critical nature of making wise investments that yield a good return. However, in my experience, one area in which many firms frequently struggle is how they hire their people. That is, having a consistent replicable process across the organisation that results in the right outcome- a top performer.

Hiring the incorrect individual might cost you far more than you think, with estimates ranging from 30% to 250% of the employee’s compensation.

To solve these recruitment problems and significantly increase the hiring of top performers at work, our award-winning GR8PI assessments can help. The platform provides an easy approach to measuring and qualifying the attributes of high performers. Advanced analytics are employed for a thorough insight into a person’s cognitive ability, behavioural patterns, and professional interests and motivations.

As a result, making it simple to discover outstanding performers and avoid undesirable recruits and costs.

Investing in a recruitment strategy that easily and reliably identifies high performers is critical to the success of any firm. Senior executives we work with improved their ability to identify top performers by 300%.

Renatus Capital Partners, a private equity firm, says it best:

“We use GPI assessments for our own company and all our portfolio companies. Not only do they have tools they can customise for practically every HR situation but the diagnosis around same, advice on which tools to use and the outcomes are priceless.”

Mark Flood , Director – https://renatus.ie/

So, why not contact us today to learn more about how we can assist your company in identifying and hiring top performers?

The need to hire smarter with a novel approach in talent acquisition

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Impacting talent acquisition, the October NAB Forward View report cheerily tells us that:

“The labour market is expected to stay exceptionally tight in the near term, with unemployment bottoming out at 3.5% before drifting up to 4.3% over the next two years.”

It looks like spotting superstars for job vacancies will continue to be tough. That is assuming you continue approaching your talent acquisition the same way as you always did!

Rejecting applications

According to Indeed, “when hiring managers review resumes, they often skim to find the most relevant information.” In Australia, the result of this approach is that only 16% of resumes get an interview. Most would agree that statistically, among the 84% discarded, there must be the talent that can do the job. But they are rejected because of various issues with their application. The reasons for rejection range from:

  • unsuitable qualifications
  • not enough experience
  • too much experience
  • a poor cover letter
  • spelling mistakes.

Bias in talent acquisition

Unfortunately, how we humans make decisions to move people forward in the hiring process is also flawed. Science tells us that unconscious bias plays a key role in all our decisions. Our minds make decisions intuitively, even before we are aware of them. In his book “Hire with your Head” Lou Adler puts it quite bluntly:

“Intuition and gut feel don’t predict on-the-job success. All they predict is the likelihood the company will make a wrong decision.”

Another roadblock to successful hiring is that a staggering 5 in 6 applicants – or about 83% – report inflating their resume in some way.

Let’s reflect on this for a moment:

  1. When we review resumes, we are reading a document that is not accurate.
  2. As we read it, we are making decisions based on how we “feel” about what we have read.
  3. The result is three out of four people we hire do not fit.

Imagine a process in your business that delivered the right result – in this case, a top performer – only 25% of the time. Without a doubt, the process would be thrown out and a new one introduced.

Predicting success in a role in recruitment

Recruitment is all about trying to predict if a person you do not know will be a top performer in the job in your organisation. It doesn’t matter whether you work in a trade, as a teacher, salesperson, or CEO. Many psychologists agree that the biggest predictor of job success is cognitive ability. In recent years “soft skills” are also considered significant predictors of top performance in a job.

Soft skills used to be a “nice to have,” but today, emotional intelligence- “the ability to identify and manage your own emotions and the emotions of others”- is recognised as a better predictor of success than exam grades or certifications. Both studies by Accenture and Virginia Commonwealth University support this claim.

Use science to screen applicants as part of talent acquisition

NAB tells us spotting superstars for job vacancies will continue to be tough. On top of this, the current approach to screening applicants may get hijacked by our bias and dodgy resumes. What other approach might be useful to add to our talent acquisition armour? The answer is objective data.

With most significant personal investment decisions, such as buying a car or new HD TV, we support our human decision-making process with data. We research the specs for options to understand the performance of new investments to best meet our criteria.

Unfortunately, human beings do not come with a specifications list. To replicate our investment decision-making process when screening job applications, we need a simple economic tool that will provide us with objective data before we reach the stage of rejecting applications. Traditional fixed validated assessments just don’t offer the flexibility that is needed for this task.

The advancements made by the award-winning Great People Inside (GR8PI) platform allow companies of all sizes from all sectors to screen applicants cost-effectively.

In one short, inexpensive psychometric assessment, you can assess candidates as part of your application process for Emotional Intelligence and Cognitive Ability. And the output is a ranking of applicants matched to your specific criteria, which guides you as to which candidates you need to talk to. Speed is of the essence in a tight market, and using this approach gives you objective insights that you can act upon quickly.

If you’d like to learn more, reach out to us.

 

Five ways of reducing the risk of dropping employee retention

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Rate of Employee Retention

Employee retention is no doubt a key challenge. A recent study by Gartner states that the rate of employee turnover is likely to be up to 75% higher. And in addition, it takes 18% longer to fill any available jobs than pre-pandemic. Not to mention the annoying “quiet quitting” phenomenon, which is white-anting businesses too!

And the reasons why staff retention is affected?

The main reasons employees are leaving and affecting employee retention are:

  • inadequate salary,
  • deficient perks and benefits,
  • overworked,
  • lack of support,
  • career progression,
  • better work-life balance,
  • absence of recognition, and
  • unhappiness with management.

What can you do?

Whether we are trying to shift a few covid kilos or improve our qualifications doesn’t matter. There is never a single magic bullet. It’s usually a series of conscious actions and the discipline to implement them that results in the outcome we seek.

 

If you do not change direction, you may end up where you are heading.

– Lao Tzu

 

Let’s start from the very beginning

Getting back to the basics by reviewing your people processes is a perfect place to begin to improve staff retention in your organisation. Here are a few thought starters.

#1 Realistic Position previews

The talent competition is fierce and at an all-time high, so your recruitment process needs to be engaging, timely and professional. How you or your team handle the recruitment process can strongly influence the desire for a new player to choose to join your company or not.

Research shows that providing applicants with a realistic job preview during the recruitment process positively affects the retention of those new hires. Selling the job or the business as Utopia is not a good idea.

#2 Professional interviews to increase employee retention

When it comes to interview questions, “where do you see yourself in 5 years?” or “sell me that pen” are way past their use-by date. The objective of the initial interview is to confirm that skills and abilities align.

The goal of the second or final interview is to confirm fit. Is the applicant a good fit for the job? Equally important is for the candidate to verify if the job is a good fit for them.

It’s a lot less costly to retain people than hire new staff, and with retention as key focus, you need objective information to de-risk the selection process. Tools like our customisable psychometric GR8PI assessments will give you these critical candidate insights— insights that are impossible to glean at an interview.

#3 Socialise and onboard for retention

Early failure is often high among new employees, and hybrid work has added further complexity.

Onboarding aims to help your new team member understand how to be successful in their new job. First impressions count: you have one chance to make a great first impression when an employee starts with your company.

So, it’s best to ensure you have strategic onboarding and assimilation processes that can quickly help new people become embedded in your business and the role. And therefore, more likely to stay. Possible approaches here include:

  • shared and individualised learning experiences,
  • formal and informal activities that help people get to know one another, and
  • assigning experienced employees as role models or mentors for new staff.

#4 Managers are key to minimise staff turnover

Those first few weeks and months in a new employee’s job are critical, especially in the new hybrid world. A first-rate manager-employee relationship is vital in delivering the employee experience and connection to the business for retention.

Compounding the challenge, many managers have never received any formal people management training. Frequently, a person has made it to manager due to tenure, success in their previous role, or the desire to retain a person.

While these may be valid, today, managers need access to new tools to lead and manage their employees. Such tools help them foster career aspirations, well-being, and connection to the organisational culture.

#5 Training and development to improve employee retention

CFO to CEO: “What will we do if we train them and they leave?”

CEO to CFO: “What if we don’t and they stay?”

This conversation rings true today more than ever.

But not just any old training works. Sending your people to a one size fits all training course is just wasting money. Everyone learns differently, and unless you fully understand what training is appropriate for each employee, you will not achieve the outcomes.

A gap analysis can clearly highlight the specific deficiencies. Our customisable GR8PI suite of dimensions helps you identify gaps. By enabling you to benchmark and compare your staff at a glance, you can customise the thorough training needed across the various groups.

 

Elon Musk says, “Some people don’t like change, but you need to embrace change if the alternative is disaster”.

 

If you’d like some help in this area, please reach out or book a call to learn more.

How an HR management tool can predict sales people performance

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Better sales staff equals more sales revenue. It sounds simple. However, an HR management tool can help significantly to increase your salespeople’s productivity.  A complex task fraught with misunderstanding.

Finding high-performing staff involves a specific hiring approach that targets those with precisely the right attributes for the job at hand.

Once you have the right players, it doesn’t stop there. It’s a question of matching them to the right sales roles, managing them and developing the sales team in an ongoing way to ensure maximum efficiency and results.

Remember the old maxim ‘If you can sell, you can sell anything’?

Well, times have changed. Not all sales positions – or reps – are created equal.

According to studies by Herb Greenberg, Harold Weinstein and Patrick Sweeney in their book How to Hire and Develop Your Next Top Performer:

around 50% of sales employees lack the fundamental traits necessary for effective salespeople, and

a further 25% are selling the wrong thing, for the wrong managers, in the wrong place.

That leaves just 25% of salespeople operating to total capacity and producing great results.

So one size doesn’t fit all when finding the right salesperson to sell your product or services.

Financial benefits of hiring the best salespeople

Having a sales team composed of star performers can make a significant difference to your bottom line.

In a study of 100 businesses, Sales Force of Top Producers – A Manager’s (and Owner’s) Dream, reported in Employer’s Advantage, the company’s top performer outsold the bottom performer by a whopping average of 5.7 to 1 – with a range of 3:1 to 9:1.

Just imagine what kind of results you’d get if your entire team worked at the lower margin of 3:1, not to mention 5:1 or higher.

Salesforce Work.com and the TAS Group drew some more shocking statistics from their research. These include:

  • Two-thirds of salespeople miss their sales target.
  • More than half of all salespeople close less than 40% of potential deals.
  • Top-performing sales reps are 250% better at qualifying leads.
  • High performers are 2.5 times more likely to be effective qualifiers than the general population.
  • Revenue can be up to 25% greater at companies where sales and marketing integrate well.

Talent Management – how do you measure an individual salesperson’s productivity?

All this begs the question, just how productive is your own sales team? Can you measure individual productivity? And once you’ve measured it, how do you replace or improve average or poor performers?

The answer is using the advanced science from the next generation of smart psychometric assessment tools. Our award-winning Great People Inside psychometric testing platform will help you identify those essential success attributes for each sales role. As a result, you can match each position with the right employee.

Great People Inside’s psychometric analysis will tell you:

  • what makes your top performers so great
  • why your average performers are less effective
  • how to improve your least successful performers

How to hire the best people with an hr management tool

The right psychometric assessment tools can help you find the right people for your sales roles.

Applied correctly, the Great People Inside HR management tool can make your recruitment of future high performers up to three times more successful and also significantly reduce sales team turnover. When considering the statistics, these results should be music to any employer’s ear.

Figures reported in Employer’s Advantage show that three out of four new sales employees don’t last the distance. They have, in fact, only a 25% chance of staying with the company for an entire year.

Of those that do stick, only one in 10 go on to become a genuine top performer within three years.

So what is the essential DNA of these star performers?

Many have fundamental traits and attributes that help drive their peak performance for the longer term. Using our validated and reliable customised sales assessments, we work with you and scientifically study your current top-performing salespeople.

These measures enable us to create a customised job profile benchmark specific to your company based on your company’s top performers, not a random benchmark based on a collection of external organisations. A company customised standard means you can clearly see what sets your top performers apart from the rest.

This benchmark can also be used to significant effect when recruiting new sales staff, ensuring that candidates fit these rigorous criteria and carry the ‘work genes’ critical to success in their roles. You don’t take risks when buying a personal asset such as a car, so why risk it when hiring your most crucial business asset.

Try us! Just click HERE and we will be in touch.

Looking to hire? First build a positive Workplace Culture

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As workplace culture continues to evolve while we slowly resurface, it’s easy to blame the pandemic for this disruption. Add the “great resignation” or whatever it’s called now, and we have plenty of excuses.

If you’re a business that has tried to recruit someone over the past several months, you are undoubtedly familiar with how difficult it is to find top talent.

According to the ABS, in May 2020, 6.5% of businesses reported at least one vacancy. By February 2022, this was the case for 23.5% of businesses. Unemployment is at 4%, the lowest rate since 2008. So it’s a challenge to find top talent in a tightly competitive market.

A survey by Glassdoor tells us that 77% of respondents said they would consider an organisation’s culture before applying for a job, and 70% said they wouldn’t bother applying for a position if they felt the company’s values didn’t align with their own.

Given this, perhaps it’s a good time for organisations to critically look at their workplace culture and make sure their house is in order first. And ensure company culture is not contributing to their hiring and retention woes and costs.

So, what is the culture in a workplace? 

Great question. There are many definitions varying from the look and feel of the work environment to whether the business provides ping pong tables and fresh fruit for staff every day.

Workplace culture examples in action might be, should we speak up and tell the boss that the latest sales strategy will result in a train wreck. Or should we keep our mouths shut in fear of being “decapitated” for suggesting such a thing? If we make a mistake, is it considered the “end of the world” or a learning opportunity?

A fish rots from the head down, and so it is with workplace culture. When your workplace culture isn’t prioritised by leadership, it’s reflected in each employee’s:

  • performance,
  • productivity, and
  • retention.

 Are you playing to win or playing not to lose?

Many businesses tend to look only at the monthly profit and loss as indicators of success. But it’s equally important to focus on your employees and how they experience working in your company.

Caring about your customers and their experience with your business is a waste of time if you don’t care about your employee’s experience. Employee experience is directly linked to customer experience.

A well-designed employee journey allows your people to understand their value to your organisation. Your employees feel cared for and are set up for success during their employment.

If your company hasn’t conducted a culture audit in the last two years, it’s a good exercise to undertake. Culture audits can vary, although they can be as simple as asking employees what’s going well and what’s not. An audit can involve using some of the great software tools in the market that help analyse this.

Sounds expensive! How much does organisation culture change ‘cost’?

Organisation culture doesn’t usually have a line item in the P&L, so it’s not tracked or measured. Any activities that lead to a positive workplace culture tend to pay for themselves.

The benefits of a workplace culture that supports its employees can mean:

  • a higher rate of retention,
  • lower recruitment and re-recruitment costs,
  • diversity happens more organically, and
  • productivity goes up.

Any increase in productivity goes straight to your bottom line.

No time like the present

A business is more likely to benefit when its culture focuses on the way employees view the company. And with significant change more recently in employee views and preferences, workplace culture may need to change.

There isn’t any “one-size-fits-all” culture that makes every employee happy and productive. But paying attention to what is achievable will pay off “bigly” for your employees and business.

Risky recruitment

Attracting the right talent, the best fit for the job and your organisation’s unique culture can be very risky. There’s lots to consider. For example, you need to determine whether your potential new hires, managers, and team can work together. And work together from various locations.

To do this requires deep knowledge of their personalities, strengths, weaknesses, interests, work styles, competencies, and abilities. Our next-gen technology and solutions will do this work for you.

Why not make contact and learn more about our psychometric assessments so you can make an informed decision?