three areas of intervention · the interview? • your candidate is dating you. • interviews and...
TRANSCRIPT
Three Areas of Intervention
The Talent
The Management
The System
Three Areas of Intervention
The Talent
Using Profiling ToolsFor Talent Selection & Acquisition
Why Use ANY Profile For Selection?
Skills
Experience
Psychology
Pay a premium?BAD experience?
Poison your team?Can they still learn?
INVISIBLEHow do you know?
Intuition? The interview?
Most can be taught...Easily measurable.Not enough (can do vs. will do)
Why Use ANY Profile For Selection?
INVISIBLEHow do you know?
Intuition? The Interview?
• Your candidate is dating you.
• Interviews and resumes are less accurate than flipping a coin.*
• Psychology drives performance.
• Assessments are the most accurate predictor of job performance.*
*Michigan State University study - 86% of hiring decisions made from a job interview are incorrect.
Skills
Experience
Psychology
Why Use ANY Profile For Selection?
Are you going to buy this car? Are you going to hire her?
Why Use ANY Profile For Selection?
Which one of these people do you invest all your capitol, training, time, resources, and trust in... and bet the future of your company on?
Why Use ANY Profile For Selection?
On the surface, you can’t see which one to decide on. Most people would research the inner workings of a $100,000 car. Why wouldn’t you research the inner workings of this $100,000 candidate?
Why Use ANY Profile For Selection?
Two people may have similar qualifications and experience on paper... but inside they can be worlds apart.
Top vs. Bottom Quartile Comparisons
30
40
50
60
70
TheUtil
AesSoc
IndTra
TOP 25%BOTTOM 25%
Top vs. Bottom Quartile Comparisons
Top vs. Bottom Quartile Comparisons
D
IS
CD
IS
C
Top vs. Bottom Quartile Comparisons
D
IS
CD
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C
Four bad hiring decisions could have been eliminated.
Sales lost per month 2
Average revenue per sale $4,000 $8,000
Number of months before shortfall is corrected
12 $96,000
Number of bad hires 4 $384,000
The Cost of Four Bad Hires?
(Loss per month
per salesperson)
(Total loss per hiring mistake)
Total loss
Results
Find and replicate your perfect salesperson.
Find and replicate your perfect salesperson.
Current Team Performance Benchmark
current pool of salespeople
Current Team Performance Benchmark
Identify differences and key performance indicators
Current Team Performance Benchmark
•Free Giveaway >> Curiosity ($10) •Part of the intake package >> Tool to extend the coaching relationship ($80) •Relationship Coaching (run on both) •Career Coaching (special career version) •Family Coaching •Business Assessment for consulting
•Leads to more consulting work. •Hiring Assessments for team building
•Passive income + Leads to coaching the new hires (‘on boarding’ coaching)
•Head Hunting Solutions (~$3,000)
