/// Daily Quote
"Behold the turtle. He makes progress only when he sticks his neck out."
-- James Bryant Conant
Selling Power Magazine Article
Two Steps to Better Sales Hiring
ChequedFit is an online assessment tool that looks for the personality traits that enable a candidate to sell or perform related jobs successfully. It can be customized for hiring personnel for direct sales, inside sales, call centers, and customer service. Moran recommends that ChequedFit be used early in the selection process. All initial candidates can take the assessment within five to ten minutes.
Armed with the results of ChequedFit and other assessment methods, such as interviews, managers can then select the final few candidates. These top candidates are then reviewed with the second selection tool, the ChequedReference report. ChequedReference both automates and dramatically improves a standard step in selection, Moran says.
Rather than receive a call from a hiring manager or human resources, the reference receives an email from the candidate asking him or her to fill out a very brief online questionnaire about their experience together. This candidate-led approach boosts the response rate from 30 percent, which is common, to more than 80 percent.
Moran says that reference checks conducted by telephone seldom yield much information beyond “name, rank, and serial number.” With Chequed.com’s online questionnaire, however, the references answer questions regarding the candidate’s behavior in various situations. While “the right answer is not apparent,” Moran says, these responses can be very helpful in predicting the candidate’s performance in specific sales assignments.
References can be a great resource when considering future sales recruits, and ChequedReference recognizes the benefit of making contact with a current candidate’s colleagues. Each reference is asked if he or she would like further information about the hiring company. About 80 percent opt in, and about 20 percent eventually apply for a position. Moran notes, “That is a pretty big impact on sourcing future hiring decisions.”
– Henry Canaday
Conferences and Events
/// Upcoming Event