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Chally Releases Executive Briefs on Talent Management using Total Quality Management (TQM) Principles for Human Resource and Sales Managers
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• World Class Sales Force
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Assessment and Development

Valid and EEOC Compliant Human Resource Tools:
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Sales Force

The HR Chally Group -- In the News...

In the debut issue of Chief Learning Officer published in September, 2002, Sam Reese, President and CEO of Miller Heiman, suggested that increasing sales force productivity is a key factor during difficult economic times. In fact, he said the right type of salesperson can be a point of differentiation that sets companies apart in a sea of commoditized, or nearly commoditized products.

"Identifying the right people is just part of the solution, you also need to get your people into positions where they will have the greatest chance of success. Determining where your people will perform best is something you can control with the right tools. The HR Chally Group, a leading research and sales development firm, has documented the characteristics shared by top salespeople. They have been able to predict behavior, rather than just describing it. They also found that there is an important distinction between what a person can do and what they will do...Organizations that demand a high level of quality from their sales force and put training initiatives in place to ensure that quality also establish a good reputation among prospects and clients."

The entire article can be seen here.

In its online Career section, USA Today recently posted an article by Jeffrey McMurray that detailed the pitfalls of managers who hire based on shallow interviews that either pose the wrong questions or are just taken in by candidates who provide answers they know the managers are waiting to hear.

"There are far more professional interviewees than professional interviewers. The person asking the questions must be careful that candidates are giving genuine answers...The HR Chally Group received a grant from the U.S. Department of Justice in 1973 to develop a nearly fool-proof test to predict future behavior in job candidates. Now, Chally provides employment services for such major companies as General Motors, Novell and Alcoa, still using basically the same test, which applies a weighted point system for certain answers.

If anyone can detect a candidate who is trying to duke the questioner, Chally founder Howard Stevens says he can. 'If you just have a random discussion, the typical candidate has been interviewing far more times than you have been as an interviewer,' Stevens says. 'They can play you pretty well, much like fortune tellers do, in a very superficial sense.'"

Read McMurray's full article here.
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