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 info@shl.com 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