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That's The Way It's Supposed to Be

  
  
  
  

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

I write a good percentage of my blogs about the things companies do incorrectly, the errors in their thinking and the awful job of executing by the sales organization. Sometimes, I forget to point out that some companies do things right. Today I heard from a company that had two staff recruiters who hadn't been sourcing enough candidates to fill their openings. The candidates they did find often failed. Just two weeks after signing a site license of our Sales Candidate Assessment (Express Screens) and delivering our proprietary STAR Training, a comprehensive, consistent, effective sales recruiting process, this client was in heaven. Plenty of candidates, a third of them were hirable, and they feel like they're in control again.

 

 

That's the beauty of an integrated solution. When a company switches out just one piece, like adding or changing the assessment without changing anything else, it is likely that the results will be unacceptable. When a company creates a complete new recruiting process using best practices and industry leading tools, it is likely that the results will be thrilling. After all, it would be a thrill to see heaven.

 

 

(c) Copyright 2005 Objective Management Group, Inc.


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Posted by Dave Kurlan on Thu, Sep 01, 2005 @ 12:01 AM

COMMENTS

Dave,

This issue came up recently for us with a President and HR person who had a long term relationship with a recruiter. Over a ten year period, their success ratio was 50% at best. 2 out of 4 survived and the remaining 2 were very weak.
Now looking to hire a VP of Sales and a few salespeople, we faced this long term relationship and were given the opportunity to demonstrate the success of using Express Screens to help streamline the process. (This time around, it was evident HR spent much wasted effort in regard to interviewing soley from the recruiters efforts, leading to complete 'dead ends').

After utilizing Express Screens and assisting with re-writing the ads, successful Screened candidates coming down the pike have increased tremendously! It's empowering to see our clients in a position where they can say 'Ok, which one do we choose?', rather than, 'Isn't there anyone qualified out there?'

It is clear that this is an invaluable tool to an organization and the criteria meets the mark. Also, gives kudos to making the the interviewing process more specified and succint.

I'm hooked!

Thank you!
S Bonham

posted on Thursday, September 14, 2006 at 11:03 AM by Anonymous

Comments have been closed for this article.