![Page 1: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/1.jpg)
Using Analytics to Improve the Hiring Process
Presented by:
Matt Betts, Ph.D.
![Page 2: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/2.jpg)
Submitting Questions
Questions may be submitted at any time during the presentation. To submit a question:
Click on the Question Mark icon (?) on the floating toolbar (as shown at the right).
This will open the Q&A window on your system only.
Type your question into the small dialog box and click the Send Button.
Q&A icon
![Page 3: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/3.jpg)
Learning Objectives
• High level overview of typical recruitment and selection process
Current State of HR and Selection
• Understand how to build competency models and different selection tools
Competencies and Selection Tools Development
• Describe different approaches to assessing candidates
Introducing Multiple Assessment Types
• Key takeaways to implement into hiring process
Practical recommendations and best practices for hiring
![Page 4: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/4.jpg)
Work Group Speakers
Scott Mondore, PhDManaging Partner
Hannah Spell, PhDDirector of Research and Analytics
Shane Douthitt, PhDManaging Partner
Matt Betts, PhDConsultant
![Page 5: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/5.jpg)
Presenter
Matt Betts, [email protected]/leadershipteam.html
To stay up-to-date on all our research and presentations,
• Join our LinkedIn page: https://www.linkedin.com/company/strategic-management-decisions
• Follow us on Twitter: @SMDHR
![Page 6: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/6.jpg)
SMD OVERVIEW: Driving Business Results Through Surveys & Assessments
OU
R T
EC
HN
OLO
GY Analytics Based:
Links People to Critical Business Outcomes through:
• Employee Surveys
• 360 Feedback
• On-boarding & Exit Surveys
• Selection Assessment
• Competency Modeling
OU
R P
RO
CESS 4 Steps:
• Prioritization of Key Business Drivers
• Selection of Improvement Areas
• Customized Action Items
• Business-Focused Action Plans
YO
UR
BO
TTO
M-L
INE Common Outcomes:
• Operations Metrics
• Financial Metrics
• Customer Satisfaction
• Patient Satisfaction
• Turnover / Retention
• Whatever is most critical to your bottom-line
![Page 7: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/7.jpg)
SMD Link – Rethink Assessment
With a foundation in
science, all of our
tools and solutions
work together
through SMD Link
and connect to your
key business
outcomes –
whatever they may
be.
![Page 8: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/8.jpg)
CURRENT STATE OF HR AND SELECTIONCOMPETENCIES – DEFINING THE “HOW”APPROACH TO ASSESSMENTCASE STUDYRECOMMENDATIONS
![Page 9: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/9.jpg)
Developing Advanced Talent Analytics: Why It Matters to CFOs
• “More mature companies along the talent analytics spectrum employ analytics to gather insights for effective talent decision-making. At these companies, HR has strong credibility in providing data analysis and recommendations to decisions.”
• “On the other hand, business leaders at companies at the lowest maturity level typically make talent decisions based on their own experience or judgment, with little data-driven input.”
• “Sophisticated analytics teams can evaluate the effectiveness of different recruiting sources, assess the quality of hires, and use pre-hire assessments to select better candidates.”
Interview with Karen O’Leonard, Vice President, Benchmarking & Analytics Research at Bersin by DeloitteWall Street Journal, Monday January 13, 2014
![Page 10: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/10.jpg)
Why HR Analytics?
• HR Analytics connect employee data to business outcomes
• HR Analytics prioritize where and how much to invest
• HR Analytics calculate impact/ROI from people investments
People Investments Analytics Business Outcomes
Why wouldn’t organizations invest in HR Analytics???
![Page 11: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/11.jpg)
We Have Lots of Data…
Although many questions can be answered using one data source, more strategic questions often require data from two or more sources
![Page 12: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/12.jpg)
Linking People Assessments to Business Outcomes
Critical Business Outcome (e.g. Sales)
Leadership Competencies
Personality Factors
Experience
The linkage analysis will demonstrate the level of impact that each competency, experience, skill, etc. has on individual performance and business outcomes.
This allows leaders to focus on the most important competencies, skills, experiences and determine the appropriate level to invest in developing each area.
Identifying Critical Drivers of Business Outcomes
Employee Attitudes
Technical Skills/Abilities
Salesforce Competencies Hire, train, &
reward based on KNOWN drivers of
results!
![Page 13: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/13.jpg)
Typical Approach to Selection
• Recruiter: Resume screen and phone interview
• Background check
• Candidates interviewed by multiple leaders (unstructured interviews)
• Review the interviewers feedback
• Decisions based on liking the candidate
![Page 14: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/14.jpg)
The Opportunity
• To discover the competencies, skills, experiences, etc. that drive business outcomes
• To build a business case based on ROI
• To be viewed as a strategic partner that drives business results
• To make people investments based on drivers of results
• For HR to take the lead in making HR processes business-focused
![Page 15: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/15.jpg)
Comprehensive Selection Process
Resume/Phone Screen
Personality Assessment
Behaviorally-based Structured Interview
Role Play/Simulation
15
Incorporating these tools can make your hiring process 5 times more effective.
![Page 16: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/16.jpg)
CURRENT STATE OF HR AND SELECTIONCOMPETENCIES – DEFINING THE “HOW”APPROACH TO ASSESSMENTCASE STUDYRECOMMENDATIONS
![Page 17: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/17.jpg)
Competencies vs. Standards vs. Technical Skills
Competencies: The knowledge, skills, & behaviors required to successfully perform a role
Standards of Performance: A set of behavioral expectations for all
employees (e.g., Customer Service)
Customer Service
Competencies
Accounting Competencies
Leadership Competencies: A set of behavioral expectations for leaders
(e.g., People Developer)
Managing Accounting Competencies
Many Organizations Create Two Distinct Competency Models
Often times specific knowledge and skills
are identified for specific jobs or job
families
![Page 18: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/18.jpg)
Don’t Over-Build Competencies
• Often times two core competency models will suffice
– Overall Model for Staff – often called Standards of Performance or Behavioral Standards
– Leadership Model
• Build specific job or job family competency models for:
– Positions with many employees in same role or similar role (e.g., customer service rep.)
– Critical positions (e.g., nurses, sales)
– Roles with significant turnover
![Page 19: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/19.jpg)
Behavioral Standards - Example
AccountabilityLiving the
ValuesProfessionalism
Communication Teamwork Customer Focus
Problem Solving Innovation
![Page 20: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/20.jpg)
Customer Focus - Example
Defined, observable behavior:
– Uses active listening skills when engaging customers
– Gains understanding of the customer’s expectations and needs
– Fulfills customer/stakeholder requests in a timely manner
– Meets or exceeds customer’s expectations
– Confirms satisfaction and invites further interaction
– Solves the customer’s problems
![Page 21: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/21.jpg)
Competencies are the Foundation
• Utilize in selecting new employees
• Reinforce through communications
• Tie to reward and recognition opportunities
• Evaluate competencies as the “How” or behavioral component of performance management
• Tie pay to performance through the “How” assessment in performance management
• Train to the competencies
![Page 22: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/22.jpg)
Defining Competencies
• Competency Library
• Behavioral Standards Team
• Gather input from Subject Matter Experts, staff, leaders, high performers
– Interviews
– Focus groups
– Competency surveys
![Page 23: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/23.jpg)
CURRENT STATE OF HR AND SELECTIONCOMPETENCIES – DEFINING THE “HOW”APPROACH TO ASSESSMENTCASE STUDYRECOMMENDATIONS
![Page 24: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/24.jpg)
Predictors of Performance• Strengths
• Challenges
• Potential Derailing Leadership Behaviors
Personality Characteristics
• Top Drivers
• Values
• Environment Preferences
Motivational Characteristics
• Types of Experiences
• Depth of ExperiencesPast Experiences
• Problem Solving
• Aptitude/KnowledgeCognitive Ability
• Functional (e.g., Solution Selling)
• General (e.g., Teamwork)
• Technical (e.g., CRM)Competencies
![Page 25: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/25.jpg)
Behavioral-Based Interviews
• Proven track record for predicting future performance—validity is high
• Legally defensible
• Reliability is high
– Consistency among different interviewers and over time
• Uses interview questions that elicit descriptions of the candidate’s behavior in specific situations:
– Tell me about a time when you…
– Tell me how you would handle the following situation
• These questions elicit more descriptions of specific behavior in situations like those on the job
![Page 26: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/26.jpg)
Personality Assessment
• Highly valid assessment of personality ‘fit’ for key roles in your organization
• Cost-effective
• Can be customized to the any role by the organization’s leadership
• Focuses on numerous aspects, including:
– Adjustment- Stress tolerance; optimism/pessimism
– Ambition- Expectations for self/others; leader-like tendencies
– Prudence- Attention to detail and following rules
– Inquisitive- Visionary vs. implementation-focused approach
![Page 27: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/27.jpg)
Hogan Basis Report
![Page 28: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/28.jpg)
Assessment Center
• Candidates participate in Role Plays
• Role Plays based on competencies relevant to performance on the job
• One of the most valid approaches to selection
• Example:
– Nurse candidate asked to interact with a patient
– Raters observe nurse candidate react to different patient situations
• Can also be used to make promotion decisions
![Page 29: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/29.jpg)
Simulation Overview
“Staff Responsiveness to Patient Diet Concern”
• Today you are a Nurse at XYZ Hospital. You have just started your afternoon shift, and have been informed by one of your patients, Mr. Brad Pitt, that his diet is incorrect and has been incorrect through two meals. You are concerned with correcting the problem and reassuring the patient.
Your goals:
• To address the problem with the kitchen.
• To recover the patient.
• Be prepared to discuss your long-term plan for correcting the issue with your Nurse Leader.
![Page 30: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/30.jpg)
COMPETENCY & BEHAVIOR Y/N
CONFLICT MANAGEMENT:
Did the candidate take corrective action immediately (i.e., remove the incorrect food)?
Was the candidate able to seamlessly handle the heated situation without creating more of a disturbance?
PROBLEM SOLVING:
Did the candidate ask appropriate questions to identify the cause of the error?
Did the candidate work with the kitchen to develop a solution that was acceptable for both parties?
SERVICE RECOVERY:
Did the candidate inform the patient of the steps taken to address the issue?
Did the candidate indicate that he/she would follow-up with the patient at the next meal?
Did the candidate manage up the kitchen (i.e., reinforce the kitchen’s commitment to excellence)?
HOURLY ROUNDING:
Did the candidate’s follow-up plan include hourly rounding?
RELATIONSHIP BUILDING/FLEXIBILITY:
Did the candidate demonstrate compassion, patience, and respect in communications?
Observation Checklist
![Page 31: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/31.jpg)
Sample Structured Selection Process
Initial Screen
(Hurdle 1)
Personality Inventory (Hurdle 2)
Structured Interview (Hurdle 3)
Assessment Center with Structured Role Play
(Final Hurdle)
• Delivered to Hiring Manager/HR
• 30 minute screen to discuss fit, the roll, job expectations & provide a realistic job preview
• Completed online by job candidate
• Provides assessment of several personality dimensions; results indicate candidate level of fit with the job
• 1-hour interview conducted by Hiring Manager
• Focuses on specific behaviors and competencies required for the role
• 1-hour role play of 4 different sales meetings
• Rating guide provided to assess performance
![Page 32: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/32.jpg)
Approach Validity Coefficient
Potential Number of Poor Hires
Unstructured Interviews .10 32/70
Behavior-based Structured Interviews
.40 21/70
Multiple Hurdle Approach (e.g., Personality testing followed by a Structured Interview)
.55 16/70
Assessment Center .70 11/70
Assessment Center – psychologists assessing candidates
.85 5/70
Selection Options – Importance of Multi-Assessment
*Validity coefficients are estimated based on client and meta-analysis research.
![Page 33: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/33.jpg)
Expected ROI
• $50,000 turnover cost per nurse
• Assumptions: not including any safety risks of poor nurse performance
Approach Potential Number of Poor Hires
Expected Savings
Unstructured Interviews 32/70
Behavior-based Structured Interviews
21/70 $550K
BBI and Personality Assessment 16/70 $800K
Assessment Center 11/70 $1.05 million
Assessment Center – psychologists assessing candidates
5/70 $1.35 million
![Page 34: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/34.jpg)
Selection Approaches
Approach Pro’s Con’s
Behavior-based Structured Interviews
•Cost effective•Speed to develop and implement
•Requires interviewing all minimum requirement applicants
Multiple Hurdle Approach (e.g., Personality testing followed by a Structured Interview)
•Incremental effectiveness over interview only approach •Hurdle reduces number of interviews required
•Face validity of testing hurdle
Assessment Center •Most effective•Senior leader participation and buy-in•Strong development component for participants
•Most expensive option•Time required to develop and implement
![Page 35: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/35.jpg)
Obstacles on the Front-line
• Pushback against adding structure in the hiring process is not new
• Key opportunities to overcome pushback:
– Training on conducting structured interviews
– Easy, practical tools that help hiring managers:
• Build out customized interviews based on relevant competencies
• Manage multiple candidates
• Simple reporting to make valid, data-based hiring decisions
![Page 36: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/36.jpg)
CURRENT STATE OF HR AND SELECTION
COMPETENCIES – DEFINING THE “HOW”
APPROACH TO ASSESSMENT
CASE STUDY
RECOMMENDATIONS
![Page 37: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/37.jpg)
CASE STUDY: Small Pharmaceutical Company
OVERVIEW
• THE PROBLEM: The company needed to understand which of the knowledge, attitudes, behaviors, and personality traits of their sales force drive new business revenue.
• THE GOAL: Determine what competencies, motives, and skills drive business outcomes. Use this to make data-driven decisions on future hiring and development.
![Page 38: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/38.jpg)
Prioritizing Based on Need and Impact on New Business Revenue
![Page 39: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/39.jpg)
Prioritizing at the Behavior-Level
New BusinessRevenue Priority*
Competency Behavior
Planning
Identifies the partner's known (or potential) strategic business initiatives.
Pursues and qualifies potential opportunities identified in the customer / partner account plan.
Sales ProcessUses CRM (similar technology) to capture and communicate opportunity status within the sales process.
ToolsUses XXX technology (SFDC etc.) effectively to facilitate every phase of the sales process.
Value CreationIdentifies the value of solving a business issue in financial terms that are most important to the customer / partner.
1
2
3
4
*Priorities determined based on the magnitude of the relationship with New Business Revenue.
Sales Reps that score at an Advanced or Expert Level on these 5 behaviors generate 47% more New Business Revenue than their peers at XXX.
![Page 40: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/40.jpg)
Predictors of New Business Revenue
New Business Revenue
.35
.09
.21
.18
.11
Inquisitive
Prudence
Adjustment
Value Creation
Planning
Consultative Sales Conver.
Sales Process.18
Legend
Personality
Motivation
Competency
Aptitude/Knowledge
Commerce
Problem Identification
.29
.32
.19
.15
5
2
2
1
4
3
6
7
8
*Higher path values indicate a stronger impact based on a 0.0 to 1.0 scale.Circled numbers indicate the development priority based on the magnitude of the relationship with script writing & market share.
![Page 41: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/41.jpg)
Aligning Hiring & Development through Analytics
Hiring Profile
Planning
Sales Process
Value Creation
Prudence
Adjustment
Inquisitive
Consultative Sales Conver.
Problem Identification
Commerce
Behavior-Based Interview
Personality Assessment
Knowledge Assessment
Motivation/Values Assessment
Development Profile
Planning
Sales Process Sales Tools
Value Creation
Consultative Sales Conversation
Problem Identification
Planning Workshop
Process & Tool Launch
On-Demand Courses
Solution Selling Workshop
Solution Selling Workshop
Sales Reps that score at the 75%tile or better on these behaviors/traits generate 33% more New Business Revenue than their peers.
![Page 42: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/42.jpg)
Summary
Step 1 Goal
• Gain a complete picture of what high performance looks like in the given job type and within the context of your organization
Step 2 Goal
• Links competencies to organizational outcomes, prioritizing competencies for development and selection
Step 3 Goal
• Development: Create individual development plans for your team, based on the critical competencies
Step 4 Goal
• Selection: Develop a selection system that hires candidates that have the competencies to succeed on the job and contribute to organizational success
![Page 43: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/43.jpg)
CURRENT STATE OF HR AND SELECTION
COMPETENCIES – DEFINING THE “HOW”
APPROACH TO ASSESSMENT
CASE STUDY
RECOMMENDATIONS
![Page 44: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/44.jpg)
Ask Good Business Questions• Recruiting:
– Which sources produce best future employees?
– Which labor pools should I focus more time?
– Did I make a true business case for change/investment?
• Hiring:
– Which assessed competencies yield the best hires?
– Which assessments yield the best hires?
– Which assessments keep employees here longer?
– Did I make a true business case to convince front-line managers to follow the structured hiring approach?
![Page 45: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/45.jpg)
Recommendation
• At a minimum, use structured interviews in your process – easiest to implement with the biggest ROI
• Managers may resist – convince them with a business case focused on ROI and connection to what matters to them – results!
• Make the process simple and easy to use
• Once you have a manager “on-board”, they will be advocates forever
• Calibrate your pull-through rates – don’t make the hurdles so difficult that you lose all your candidates
![Page 46: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/46.jpg)
Practical Tips
• The selection process isn’t complete when all of the positions have been filled
• Revalidate the knowledge, skills, abilities, and competencies used in the selection process as well as the components of the selection process itself
• Determine how well the assessments are predicting performance and/or retention
![Page 47: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/47.jpg)
Practical Tips• Determine Critical Outcomes: What are the key outcomes/metrics for which the
employees who went through the hiring process are now held accountable? • Create a Cross-functional data team: Who owns the specific outcomes/metrics for
these employees? • Assess Outcome Measures: Are the important business data/metrics collected at the
appropriate level—in this case, at the individual level? • Analyze the Data: Are the pre-employment tests and assessment center exercises
predicting job performance (i.e., did higher scores during the hiring process lead to better job performance now?) and/or turnover?
• Build the Program and Execute: Based on the analysis, which hiring process components are more/less important than others? Is there a specific component that is underperforming? Should we enhance, eliminate, or change that component?
• Measure and Adjust: How do we ensure that the quality of our future hires remains high?
![Page 48: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/48.jpg)
Summary
1. Utilize current employee data to determine which assessments, and which factors of those assessments, are the most strongly related to actual performance and turnover.
2. Assess candidates on those factors found to be most critical in successful performance and base hiring decisions on candidate strength in those areas.
3. Apply predictive analytics to validate and adjust the selection program once it has been used to make hiring decisions.
![Page 49: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/49.jpg)
Questions and Comments
• Please use the chat function to submit a question
• Recorded meeting and PPT deck will be posted to the HR Analytics Work Group website
• On HR Analytics Work Group LinkedIn page you can ask the group and speakers additional questions after the meeting
![Page 50: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/50.jpg)
Next Meeting
Making it Practical for Every Leader (Case Study)
Presented by Hannah Spell, PhD
August 9th at 1:00pm EST
Add to your calendar
click here
![Page 51: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/51.jpg)
Let’s get in touch:
Matt Betts, Ph.D.Consultant
smdhr.com
![Page 52: Using Analytics to Improve the Hiring Process€¦ · typically make talent decisions based on their own experience or judgment, with little data-driven input. _ • Sophisticated](https://reader033.vdocuments.mx/reader033/viewer/2022053009/5f0d30197e708231d4391a96/html5/thumbnails/52.jpg)
Sources
• Interview with Karen O’Leonard, Vice President, Benchmarking & Analytics Research at Bersin by Deloitte Wall Street Journal, Monday January 13, 2014