{"id":1714,"date":"2020-04-11T17:06:58","date_gmt":"2020-04-11T15:06:58","guid":{"rendered":"https:\/\/greatpeopleinside.com\/uk\/?p=1714"},"modified":"2020-05-04T13:28:42","modified_gmt":"2020-05-04T11:28:42","slug":"1714","status":"publish","type":"post","link":"https:\/\/greatpeopleinside.com\/peru\/2020\/04\/11\/1714\/","title":{"rendered":"Recruitment Roulette"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\"><strong>Recruitment Roulette \u2013 Are you a player?<\/strong><\/h2>\n\n\n\n<p>Whatever your business spends money on needs to offer a good return on investment.<\/p>\n\n\n\n<p>It\u2019s the same when recruiting a new salesperson!<\/p>\n\n\n\n<p>Forget Casinos, bookmakers\u2019 shops or online Bingo \u2013 recruiting someone into your salesforce is a gamble.<\/p>\n\n\n\n<p>Every day, businesses across the world employ:<\/p>\n\n\n\n<ul><li>Salespeople who can\u2019t sell<\/li><li>Customer service staff who frustrate customers<\/li><li>Managers who can\u2019t manage<\/li><\/ul>\n\n\n\n<p>But your company doesn\u2019t have to be part of this group! By adopting a sustainable recruitment process, you put your business far ahead of the competition.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/greatpeopleinside.com\/uk\/wp-content\/uploads\/2020\/04\/Roulette-Wheel-2.jpg\" alt=\"\" class=\"wp-image-1696\" width=\"400\" height=\"266\" srcset=\"https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Roulette-Wheel-2.jpg 800w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Roulette-Wheel-2-300x200.jpg 300w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Roulette-Wheel-2-768x511.jpg 768w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Roulette-Wheel-2-705x469.jpg 705w\" sizes=\"(max-width: 400px) 100vw, 400px\" \/><figcaption>Recruiting a new salesperson is a gamble<\/figcaption><\/figure>\n\n\n\n<p><strong>Hiring your effective salesforce<\/strong><\/p>\n\n\n\n<p>You need to be sure that your new recruit is going to be effective for your company.<\/p>\n\n\n\n<p>Every time you recruit a new sales executive, you\u2019re taking a \u00a310,000+ gamble. Therefore, if you use the same-old tried and tested methods, such as\u2026<\/p>\n\n\n\n<ul><li>CV<\/li><li>Reference Check<\/li><li>Interview<\/li><\/ul>\n\n\n\n<p>\u2026 then the odds of you getting the right person are <strong>one in four.<\/strong><\/p>\n\n\n\n<p>You want to make sure that you\u2019re using your company\u2019s money wisely. If you are in charge of hiring for the sales team, you need to hire candidates that give your company the best possible chance of success.<\/p>\n\n\n\n<p>Would you place a bet of \u00a310k with a one in four chance of winning? Probably not.<\/p>\n\n\n\n<p><strong>Isn\u2019t recruiting the wrong salesperson just bad luck?<\/strong><\/p>\n\n\n\n<p>People ask me this question a lot. Many people believe that \u2018revolving doors\u2019 is the norm for a sales department \u2013 but it doesn\u2019t have to be this way!<\/p>\n\n\n\n<p>Sometimes, recruiting the wrong salesperson is bad luck. But most of the time, it isn\u2019t.<\/p>\n\n\n\n<p>If you know how, you can reduce the amount of \u2018chance\u2019 involved and increase the amount of success. The more effort you put into getting your recruitment right, the more you \u2018load the dice\u2019 in your favour.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/greatpeopleinside.com\/uk\/wp-content\/uploads\/2020\/04\/Dice.jpg\" alt=\"\" class=\"wp-image-1706\" width=\"367\" height=\"245\" srcset=\"https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Dice.jpg 733w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Dice-300x200.jpg 300w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Dice-705x470.jpg 705w\" sizes=\"(max-width: 367px) 100vw, 367px\" \/><figcaption>By considering more than just sales figures when recruiting your staff, you load the dice in your favour<\/figcaption><\/figure>\n\n\n\n<p>One method of improving your success further is to use psychometric assessments. Some \u2018hardened\u2019 managers believe that psychometric assessments have limited value in the recruitment process \u2013 especially (for some reason) in sales and telesales. But this isn\u2019t true.<\/p>\n\n\n\n<p>If you want your sales recruits to be successful, you benefit from considering psychometrics in your hiring process.<\/p>\n\n\n\n<p><strong>Why assessments?<\/strong><\/p>\n\n\n\n<p>Psychometric assessments are crucial for you to achieve success from new recruits. You face many challenges when hiring new staff.<\/p>\n\n\n\n<p>This is because:<\/p>\n\n\n\n<ul><li><strong>2 out of 3<\/strong> recruits disappoint in the first year<\/li><li><strong>95%<\/strong> of applicants \u2018exaggerate\u2019 to get a job<\/li><li><strong>63%<\/strong> of interviewers judge a candidate within 5 minutes<\/li><\/ul>\n\n\n\n<p>If your salesforce is going to be successful, you need to address these factors. All of the above cost your business money \u2013 and can be avoided!<\/p>\n\n\n\n<p>If you want to reduce your staff turnover, assessments are crucial. People who fit the role they were recruited for, as well as the company, are more engaged. This means that they stay longer at your company \u2013 reducing your recruitment costs and increasing productivity.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/greatpeopleinside.com\/uk\/wp-content\/uploads\/2020\/04\/Rising-graph.jpg\" alt=\"\" class=\"wp-image-1708\" width=\"245\" height=\"184\" srcset=\"https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Rising-graph.jpg 490w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Rising-graph-300x225.jpg 300w\" sizes=\"(max-width: 245px) 100vw, 245px\" \/><figcaption>Psychometric assessments reduce your costs \u2013 and improve your chances of success<\/figcaption><\/figure>\n\n\n\n<p>Research also shows that businesses with engaged employees:<\/p>\n\n\n\n<ul><li>Are<strong> 51%<\/strong> more productive<a href=\"#_ftn1\">[1]<\/a><\/li><li>Outperform companies with unsatisfied staff by <strong>20-28%<\/strong><a href=\"#_ftn2\">[2]<\/a><\/li><li>Have a <strong>19%<\/strong> increase in operating income over 12-months<a href=\"#_ftn3\">[3]<\/a><\/li><\/ul>\n\n\n\n<p>In another study, companies with <strong>60-70%<\/strong> employee engagement had an average total shareholder\u2019s return of <strong>24.2%<\/strong>. On the other hand, businesses with <strong>49-60%<\/strong> employee engagement had an average total shareholder\u2019s return of <strong>9.1%<\/strong>. Companies with engagement below <strong>25%<\/strong> suffered negative TSR<a href=\"#_ftn4\">[4]<\/a>.<br><br><strong>Does it take a long time?<\/strong><\/p>\n\n\n\n<p>Your psychometric assessment doesn\u2019t have to be a painfully slow process.<\/p>\n\n\n\n<p>Assessments no longer involve lengthy paper-and-pencil completion or a time-consuming evaluation of the responses. Likewise, you don\u2019t need an expensively trained practitioner to receive benefits.<\/p>\n\n\n\n<p>Modern psychometrics are:<\/p>\n\n\n\n<ul><li>Completed and evaluated online<\/li><li>Reported back within minutes of completion<\/li><li>With the interviewer minutes after completion<\/li><\/ul>\n\n\n\n<p>Minutes after completion your assessment is with the interviewer, highlighting any areas for concern and suggesting questions. That way, your interview can probe the candidate\u2019s response \u2013 and get the best outcome.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/greatpeopleinside.com\/uk\/wp-content\/uploads\/2020\/04\/Time-half-reduced-1030x687.jpg\" alt=\"\" class=\"wp-image-1709\" width=\"515\" height=\"344\" srcset=\"https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Time-half-reduced-1030x687.jpg 1030w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Time-half-reduced-300x200.jpg 300w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Time-half-reduced-768x512.jpg 768w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Time-half-reduced-705x470.jpg 705w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Time-half-reduced.jpg 1500w\" sizes=\"(max-width: 515px) 100vw, 515px\" \/><figcaption>Psychometric assessments are quick and easy to complete \u2013 saving you time<\/figcaption><\/figure>\n\n\n\n<p><strong>Improving your odds<\/strong><\/p>\n\n\n\n<p>You need to improve the odds of a successful hire.<\/p>\n\n\n\n<p>Using assessments, combined with a job profile (benchmark), improve your chances of success from <strong>26%<\/strong> to <strong>75%<\/strong>.<\/p>\n\n\n\n<p>Psychometric assessments measure a candidate\u2019s profile against a profile for the sales role they have applied for. This role profile is based on current top performers in the role.<\/p>\n\n\n\n<p>That way, you are identifying what success looks like \u2013 so you can recruit more success!<\/p>\n\n\n\n<p>Great People Inside assessments:<\/p>\n\n\n\n<ul><li>Only measure the things you care about<\/li><li>Help you recruit the right sales staff<\/li><li>Improve the performance of existing staff<\/li><\/ul>\n\n\n\n<p>You benefit from our assessments through the process of \u2018job matching\u2019. This allows you, as the employer, to match candidate profiles to the agreed profile for the job.<\/p>\n\n\n\n<p>Adding this significantly improves the likelihood of your company recruiting the right person, first time around.<\/p>\n\n\n\n<p><strong>Protect your money \u2013 hire the right people<\/strong><\/p>\n\n\n\n<p>For you to recruit the right person for a role, you need all the best resources available to you. This means that whilst the traditional methods of\u2026<\/p>\n\n\n\n<ul><li>CV<\/li><li>Interview<\/li><li>Gut feeling<\/li><\/ul>\n\n\n\n<p>\u2026 still play a part, you can back these up with effective psychometric evaluation. This saves your business thousands of pounds each year.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/greatpeopleinside.com\/uk\/wp-content\/uploads\/2020\/04\/Toolbox-1030x614.jpg\" alt=\"\" class=\"wp-image-1707\" width=\"515\" height=\"307\" srcset=\"https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Toolbox-1030x614.jpg 1030w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Toolbox-300x179.jpg 300w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Toolbox-768x458.jpg 768w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Toolbox-1536x916.jpg 1536w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Toolbox-2048x1221.jpg 2048w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Toolbox-1500x895.jpg 1500w, https:\/\/greatpeopleinside.com\/peru\/wp-content\/uploads\/2020\/04\/Toolbox-705x420.jpg 705w\" sizes=\"(max-width: 515px) 100vw, 515px\" \/><figcaption>For recruitment success, you need all the best tools available to you<\/figcaption><\/figure>\n\n\n\n<p>Great People Inside is the world\u2019s leading provider of customised sales assessments. We offer proven successful assessments to help you get your sales recruitment right.<\/p>\n\n\n\n<p>If you want to know more about the \u2018Dimensions\u2019 psychometric assessment, and how it can help your company to measure every potential recruit\u2019s suitability before they join your sales team, then email me at <strong>uk@greatpeopleinside.com<\/strong> or call <strong>01494 573 572.<\/strong><\/p>\n\n\n\n<p>[1] (Harter, J.K., Schmidt, F.L., &amp; Hayes T.L., Psychology, 2002 Vol. 87, No. 2)<\/p>\n\n\n\n<p>[2] (The Conference Board, 2006)<\/p>\n\n\n\n<p>[3] (Towers Perrin, 2008)<\/p>\n\n\n\n<p>[4] (Employee engagement at double-digit growth companies, Hewitt Research Brief)<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Recruitment Roulette \u2013 Are you a player? Whatever your business spends money on needs to offer a good return on investment. It\u2019s the same when recruiting a new salesperson! Forget Casinos, bookmakers\u2019 shops or online Bingo \u2013 recruiting someone into your salesforce is a gamble. Every day, businesses across the world employ: Salespeople who can\u2019t [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":1696,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[29],"tags":[],"_links":{"self":[{"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/posts\/1714"}],"collection":[{"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/comments?post=1714"}],"version-history":[{"count":2,"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/posts\/1714\/revisions"}],"predecessor-version":[{"id":1731,"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/posts\/1714\/revisions\/1731"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/media\/1696"}],"wp:attachment":[{"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/media?parent=1714"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/categories?post=1714"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/tags?post=1714"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}