Sales Recruitment

Three Practical Steps to Sharpen Up Sales Staff Recruitment

It has been common knowledge for decades that the selection interview is a very poor predictor of whether a candidate is going to perform in any job. When it comes to sales jobs, the interview becomes even less effective, as most sales candidates are able to present themselves well at interview, be adept at brushing over the areas they would rather you didn’t explore and usually arrive with glowing references. Whilst some recruiting managers may see these factors as evidence of sales skills, most will grimace with pain in recalling occasions of hiring staff that were good at interviews but precious little else.

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Where are successful businesses using Psychometric Testing reports in 2018?

This year, we have seen a dramatic increase in new clients, especially among businesses that last year might have described themselves as ‘start-ups’ & are now best described as rapidly growing successful outfits. As well as using testing & assessment when recruiting new senior staff, the savvy operators of these businesses have also extended the use of testing & assessment …

guide to hiring the perfect professional

Hiring the Perfect Professional. What should you be looking for?

In June 2016, Helen Brand, the CEO of ACCA (Association of Chartered Certified Accountants) launched a report from an international study which identified seven attributes essential to success for accountants and finance professionals. Since then, we have presented a guide to accountants across New Zealand on how to assess whether accounting & finance candidates are likely to possess the attributes …

Graduates

Unemployable Graduates. A global crisis and how we might fix it

“In the UK, more than half of graduates are working in non-graduate roles, while in the US graduate unemployment  currently stands at 5.5%. After years of study and expense, what a shocking waste of talent and money and dreams. Year after year however I listen to concerned clients of Hays who are worried that each fresh wave of graduates simply …

Managing Counter Offers

Whether you’re a recruitment consultant, in-house recruiter or business owner, the counter-offer scenario will be a familiar exasperation.   After all the hours and effort of a selection process, you’re hard won final stage candidate is offered the job, only to turn it down when offered a pay rise by their current employer, or use the counter-offer as a new …

Online Candidate Testing & Assessment. Balancing benefits against risks

Busy schedules and expectations from clients, candidates and society in general that interactions and processes are conducted online have had a much debated effect on how psychometric and other assessments are conducted. In just the past two years, we have seen and led that change to the point where we have conducted traditional in-person supervised testing sessions about twice a …

Assessing Contact Centre & Customer Service Candidates

How should an employer go about assessing a contact centre candidate’s likelihood of succeeding in that environment, or in smaller scale customer services roles where the bulk of communications with customers take place over the phone or internet? Candidate assessment suites designed specifically for these environments tend to focus on a blend of abilities essential to success where information is …

interview and candidate abuse

Interview and Candidate Abuse

I first read the terms ‘Candidate Abuse’ and ‘Interview Abuse’, last month on BBC Capital and immediately had to know more.  The article catalogued a series of experiences of US and UK job applicants being put through tortuous and protracted multi-stage selection process, only to come second place, or even be offered a job with an employer they no longer …

The downside of being nice at work

BBC Capital Maybe nice guys really do finish last. Is it possible that being too agreeable or too nice in your dealings with customers, colleagues, subordinates or supervisors is more negative than positive?  Could kindness be holding you back in your career, or be stunting your ability to get a better deal? Several LinkedIn Influencers weighed in on the downside …