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SalesSelectionToolsDevelopment&ImplementationOverviewUpdated:June23,2006ImplementationPartners:OrganizationalCapabilityGlobalSalesGlobalHR1Contents•Overview•ToolDevelopment&StudyResults•ProcessImpact•ToolUtilization•ImplementationNotes•AppendixOverview3ReducetheTimeSpentEvaluatingCandidatesIncreasetheNumberofStrongSalesCandidates=Candidate“Profitability”HiredthebestofthebestandthenewhireswerewellworththetimespentOverarchingGoal:MaximizetheSelectionProcess4SelectionProcessPre-Implementation(ScreeningDiscussion,B.I.)ImproveSalesHiringProcessEvaluationPre-Implementation5Fundamentalattributes•Difficulttoteachortrain•Arerelatedtojobperformance•CanbeassessedImproveSalesHiringProcessModelWorld-ClassEvaluationSelectionProcessPre-Implementation(ScreeningDiscussion,B.I.)+6BenefitImpactBetterCandidates•EliminatecandidateslikelytobepoorperformersMoreTime•SpendmoretimeonstrongercandidatesIncreasedConfidence•Understandacandidate’sexperienceandabilities•Hireforattitude,trainforskillGreaterProductivity•Strongercandidatesmakebiggercontributions,soonerReturnonInvestmentThetoolsaredesignedtoprovide…7PhasedApproachAreaResearchStudyToolConstructionImplementationSellerLeaderPhase1NativeEnglishNADApril2005Seller-Phase1AllLeader-Phase1AllJuly2005Australia,FijiSeptember2005UK,IrelandOctober2005Phase2Additional8languagesAPDNov-Dec.2005Seller–APDLeader-Phase2AllJuly2006*EAMESeller–EAMEJuly2006LADSeller–LADJuly2006SalesSelectionInitiative:GlobalFocus•Bahasa(Indonesian)•Chinese(Simplified)•French•German•Italian•Japanese•Spanish(European)•Spanish(LatinAmerican)Phase2Languages:*Japan,Korea,India/BangladeshtargetedforOctober2006ToolDevelopmentStudyResults9UnderstandGlobalJobsAug.–Dec.2004ToolDevelopmentOverviewSalesIncumbents–JobAnalysisQuestionnaireGlobalSMEFocusGroups–JobconsistenciesandcareerpathsSalesCompetencyModelDevelopment10ToolDevelopment:JobFamiliesandSampleTitlesSeller(numberofparticipantsperstudy)SalesLeader(numberofparticipantsperstudy)APD:205EAME:212LAD:99NAD:390APD:40EAME:59LAD:21NAD:180•AccountDirector•AccountExecutive•AccountManager•AssistantSalesManager•BanquetManager•BTSM•BusinessDevelopmentExecutive•CateringExecutive•CateringSales/ServicesManager•SeniorCateringSalesManager•ConventionManager•CCSManager•DeputyDirectorofSales•EventsSalesManager•GlobalAccountDirector•GlobalAccountExecutive•GlobalAccountManager•GroupSales/EventsSalesManager•LTSM•One-Call•SalesExecutive•SalesManager•SeniorSalesManager•AssistantDirectorofSales•AssistantDirectorofConventionSales•AssociateDirectorGlobalSales•DirectorofBanquet&Convention•DirectorofCatering•DirectorofCatering/ConventionServices•DirectorofEventManagement•DirectorofGlobalSales•DirectorGlobalSales•DirectorofGroupSales•DirectorofSales•DirectorofSales&Marketing11UnderstandGlobalJobsDevelopDraftToolsAug.–Dec.2004Jan.–March2005ToolDevelopmentOverviewePredixlibrary–TriedandtruequestionsforpredictingsalesperformanceFocusGroups–Assessmentquestionreviewandwriting12QuestionTypeDescriptionSuccessfulCompetenciesSituationalJudgmentWhatwouldyoudointhissituation?•TimeManagement•CustomerService•GeneralManagementPersonalityAttributesnottaughtortrained•RelationshipBuilding•DriveforSuccess•Self-Confidence•CreativityPastExperiencePreferences/Style•Experience•AspirationsProblemSolvingReasoningskills•Analysis•InferenceDevelopDraftToolsContent–AllMultipleChoiceQuestions13UnderstandGlobalJobsDevelopDraftToolsCompleteToolsRateJobPerformanceTestManyModules…Aug.–Dec.2004Jan.–March2005Phase1:April’05Phase2:Nov/Dec.’05(Currentsalesassociates)(Supervisorsofsalesassociates)ToolDevelopmentOverview14UnderstandGlobalJobsDevelopDraftToolsCompleteToolsRateJobPerformanceTestManyModules……FindBestCombinationAug.–Dec.2004Jan.–March2005Phase1:April’05Phase2:Nov/Dec.’05May’05Mar/Apr’06(Currentsalesassociates)(Supervisorsofsalesassociates)ToolDevelopmentOverviewAnalysesperPhaseandDivision15DataResultsOverviewPresentedforcurrentassociates(participants)80%90%100%110%120%130%ExpectedAverage%toGoalFilteredOutbyTools*PassThroughHighPass(TopThird)(BottomThird)X(InterviewQualified–Toptwo-thirds)*CombinedFailedPrescreenandFailedProctoredAssessment16DataResultsOverviewPresentedforcurrentassociates(participants)80%90%100%110%120%130%ExpectedAverage%toGoalFilteredOutbyTools*PassThroughHighPass(TopThird)(BottomThird)X(InterviewQualified–Toptwo-thirds)*CombinedFailedPrescreenandFailedProctoredAssessmentGroupofcurrentassociatesinstudywhowouldnothavepassed17DataResultsOverviewPresentedforcurrentassociates(participants)80%90%100%110%120%130%ExpectedAverage%toGoalFilteredOutbyTools*PassThroughHighPass(TopThird)(BottomThird)X(InterviewQualified–Toptwo-thirds)*CombinedFailedPrescreenandFailedProctoredAssessmentGroupofcurrentassociatesinstudywhowouldhavepassed;splitupintohighandlowpass18DataResultsOverviewPresentedforcurrentassociates(participants)80%90%100%110%120%130%ExpectedAverage%toGoalFilteredOutbyTools*PassThroughHighPass(TopThird)(BottomThird)X(InterviewQualified–Toptwo-thirds)*CombinedFailedPrescreenandFailedProctoredAssessmentGro