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High Impact Recruiting Case Study
Situation
The core business the client performs is to drive sales results through improved
training. How they do this is through their high-caliber Sales Consultants who
provide the catalyst and knowledge to effectively train any companies sales
forces. As The client focuses on only the top ‘Fortune’ clients, each of their
Sales Consultants are the face of the company and are responsible for the success
of every engagement. With millions of dollars on the line, The client was
looking for a solution which would ensure they hire only ‘winners’ to their
company and were extremely receptive in how we could ‘Crack the Code’ of what
makes their top people perform and simply replicate this same profile.
Approach
The initial approach was to ‘Crack the Code’ of what made their top Consultants
different from everyone else. We knew from a simple revenue generation report
who the top people were but wanted to ensure we looked at everyone within the
company to gain a valid perspective.
Solution
The first step was to develop a profile of the day-to-day success criteria
necessary for the client’s Consultant to be successful in their position. This
phase was customized to the exact requirements that The client required from
their people and were 100% customized to their company and position. Once the
core attributes of success were identified, we translated those into a stacked
ranking of behaviors matching the most important attributes down to the least
important. This enabled us the ability to completely customize this on The
client’s behalf. Once the profiles were completed, we had each client’s
Sales Consultant take the profile. Based on the results and correlating the
top performers to the others, we were able to ascertain the exact behavior
rankings and ranges necessary for the next hired person to be successful.
Client Benefit
The client’s Training Corporation now has a proven, tested behavior model to
support them in their hiring initiatives. While the PeopleDNA™ model developed
on their behalf is not the sheer determinant of hiring, as experience and skills
play an important part, it does provide an insight into the future success and
ability of the individual. Hiring mistakes are minimized if not avoided all
together, people are on-boarded quickly and start producing faster and there
is a clear plan for coaching people to improve all due to identifying their
core behaviors prior to hire.
Financial Impact / Return on Investment
Since The client has implemented the use of this profile prior to any new hire, they
have selected 14 new people with 100% retention for all employees, past their 3rd
month. The hard-cost financial impact of this success, compared to industry
average turnover is calculated to be over $300,000, outside of each person’s
ability to generate additional client revenues.
Application of Strategic Resource Management
The following table depicts the core elements of Ray & Barney Group’s
Strategic Resource Management that were applied to this engagement.
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