Computacenter Identifies High-calibre Sales People

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Computacenter Identifies High-calibre Sales People
Client Success Story: Volume Recruitment
To recruit high quality sales staff who would meet the long-term
growth plans of the business, Computacenter implemented
CEB’s SHL Verify ability tests, improving sales recruit quality
and performance.
CLIENT CHALLENGE
Deliver Long-Term Growth
Computacenter’s product business has become increasingly commoditised
over the years. Its biggest differentiator is the high-quality pre- and postsales advice and other services it provides alongside the supply of the
necessary equipment.
Computacenter needed to recruit a variety of roles from sales support staff,
through to senior sales specialists, to meet the long-term growth plans of
the business and continually meet the demands of its customers.
■■
■■
The challenge was to identify the right types of sales people who possessed
the relevant communication and numeracy skills to ensure job success.
■■
SOLUTION
Leading European independent
provider of IT infrastructure
services
Delivers on-site services in nearly
60 countries and supplies IT
hardware and software to more
than 100 countries
Advises customers on IT strategy
and implements the most
appropriate technology
CEB’s SHL Verify Ability Tests
CEB’s SHL Talent Measurement Solutions team worked with Computacenter
to define the core competencies required for each of the sales roles. This
helped to identify the right level of ability test to assign to each role.
Following an initial CV sift, candidates sat online SHL Verify verbal and
numerical reasoning ability tests remotely and securely. The verbal test
assesses a person’s ability to analyse written information and the numerical
test measures the ability to analyse and interpret data. Each test is unique
and randomised which means that the tests are never the same twice and
cannot be shared or sold over the Internet.
Once a candidate had completed the tests, the results were instantly made
available to Computacenter’s recruitment panel. Candidates that scored
above average in the tests took part in the final part of the selection
programme, comprising a face-to-face competency based interview and a
Verification test.
The Verification test is a short ‘supervised’ test to allow employers to check
that the person who has taken the initial online Verify ability test is the same
person who takes the subsequent Verification test. Candidates who had
applied for a more senior sales position attended an assessment day.
1
Testimonial
“SHL Verify ability tests have
significantly contributed to
standardising and improving our
recruitment process. Managers are
finding it much easier to accurately
identify high-quality sales people
with the relevant verbal and
numerical skills much earlier on
in the selection process. This has
contributed to improving both
cost-efficiencies and the candidate
experience in the selection process.”
Kayode Odetoyinbo, HR Manager
of Product and Customer Units,
Computacenter
Footnote goes here.
© 2013 SHL, a part of CEB. All rights reserved.
COMPCEN-092013-UKeng-GLO
www.ceb.shl.com
RESULTS
Challenge
Cost-efficient Selection of High Quality Sales People
■■
Since introducing ability tests into its recruitment and selection programme,
Computacenter has seen an increase in the quality and performance of the
staff it has recruited.
“SHL Verify ability tests have significantly contributed to standardising and
improving our recruitment process. Managers are finding it much easier
to accurately identify high-quality sales people with the relevant verbal
and numerical skills much earlier on in the selection process. The fact that
we are able to verify the results of the ability tests has reassured us that
we are interviewing the same candidate that originally sat the online test.
This has contributed to improving both cost-efficiencies and the candidate
experience in the selection process,” says Kayode Odetoyinbo, HR Manager
of Product and Customer Units at Computacenter.
■■
■■
Select candidates with the right
communication and numerical
skills.
Recruit high quality sales staff
who would meet the long-term
growth plans of the business and
the demands of its customers.
Deliver an efficient screening
process.
Results
■■
■■
■■
■■
Increase in the quality and
performance of the staff it has
since recruited.
Managers finding it easier to
accurately identify high-quality
sales people.
Improvements in cost-efficiencies
and the candidate experience in
the selection process.
Ability to verify the online results
offers reassurance that the
candidate is the same person.
About Volume Recruitment Solutions
– maximising quality in key, high
volume roles
We help you manage high application
volumes by sifting out unsuitable
applicants and quickly identifying the
strongest candidates – all in a fair and
candidate-friendly way.
Contact Us to Learn More
[email protected]
www.ceb.shl.com
© 2013 SHL, a part of CEB. All rights reserved.
COMPCEN-092013-UKeng-GLO
www.ceb.shl.com
Registered office: The Pavilion, 1 Atwell Place, Thames Ditton, Surrey, KT7 0NE, UK
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