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The best system for identifying and recruiting sales talent
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When You Need to Be Right
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SALES GURU
Peter Gilbert17th February 2011
Chally’s Talent Management Solutions
Presented To:
When You Need to Be Right
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What HR Chally Does Chally is the leading provider of Predictive Assessment
Tools that help your clients increase organisational productivity and effectiveness across their entire organisation:
Only Chally has a single assessment that is predictively accurate for talent selection, alignment, and development
Talent Development
Talent Selection
Chally’s Talent Management Services
Talent Alignment
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Chally’s Facts Dayton, Ohio based company with over thirty years of
Research and Development
Leading Selection and Development tools with a database of over 300,000 professionals with in-depth assessment and performance data
Unparalleled database of 156 validated competencies and scientific research
Predictive of future performance versus only descriptive of present skills
Chally has assembled a world class panel of I/O psychologists who are providing input on Chally research and utilizing Chally’s database in their own research
Serviced more than 2,500 clients in 49 countries and currently provide assessments in 12 languages
When You Need to Be Right
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What HR Chally Does
65% of our business is associated with selection related to:
• Sales• Sales Management• Customer Service• General
Management
35% of our business is associated with
Leadership Development
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At Chally,It All Starts with our ONE Online Assessment One Comprehensive Assessment – 288 questions
• Does not have to be taken in a controlled environment
• Takes 45-60 minutes to complete• Additional 36 mental ability questions
for management • Assessment available in 12 languages
Collects 866 points of data “DNA”
Assessment Measures…• The candidate’s potential on-the-job behaviours relative to
each predictive skill • The candidate’s most distinctive (or driving) motivations and
work habits• The candidate’s candour in taking the assessment
PROFILEThe combination of Job Analysis and Validity Research identifies theknowledge, skills, and
abilities (KSAs)—or, competencies—necessary
for successful performance in specific job roles.
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Hiring success rates aren’t much betterthan a coin toss*
Selection Method Improvement Over “Chance” Typical Interview 1% increase
Personality Tests 1% increase Experience 5% increase Scorable Interview 7% increase
“International Personnel Management Association”
Selection Accuracy
Using Chally’s Predictive Assessment for selection, our clients have consistently realized results
25% to 35% better than chance!
Using Chally’s Predictive Assessment for selection, our clients have consistently realized results
25% to 35% better than chance!
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Sales Specialty MapSales Specialty Map
OutboundOutbound CustomerService
CustomerService
Inside: Telesales/Mktg.Customer Service
InboundInbound
Indirect Sales
Sales toResellers or
through Distributors
Sales toResellers or
through Distributors
Product/Transactional
Specialist
Product/Transactional
Specialist
Product/ Service
Specialist
Product/ Service
Specialist
Outside: Field Sales
StrategicAccount
StrategicAccount
Direct Sales
Full Line SpecializedProducts/Services
System SpecialistSystem
SpecialistAccount Management
(Farmer)
Account Management
(Farmer)
Relationship(more Farmer)
Product/System
Relationship(more Farmer)
Product/System
Major Account
New Business
Development (Hunter)
New Business
Development (Hunter)
Territory
Consultive(more Hunter)
Product/System
Consultive(more Hunter)
Product/System
Chally Sales Profile Configurator
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Solution: Beat the 80:20 Rule
If a 200 person sales force produces $200M in sales, and the 80:20 rule applies,
the top 20% produces $160M and the bottom 20% produces only $6M*Note: the sales distribution for the middle 60% and bottom 20% are for demonstration purposes only.
$160 Million$4M/person
*$34 Million*$6 Million$150K/person
Illustrative
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When the Correct People and Training are in Alignment a Dramatic Increase in Performance ALWAYS OCCURS!
If we reassign or replace the bottom 20% with candidates that just meet or exceed “average” competency levels, we
will increase sales by a minimum of 17% to $234M
*$74 Million $160 Million
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Management ConfiguratorCEO/Chairman/PresidentCEO/Chairman/President
Line Responsible for Total Business Results/P&L
Staff Responsible for a function;
e.g., Finance, Engineering, H.R., Marketing/Advertising, Planning, etc.
Profit CenterManager
Profit CenterManager
Exec.Exec.
Start-up/Turnaround Ongoing Business
MajorSpecialized Unit
Self-ContainedBusiness Unit
Mgr.Mgr.
Supv.Supv.
LineProject
Exec.Exec.
Mgr.Mgr.
Supv.Supv.
LineProduction
Exec.Exec.
Mgr.Mgr.
Supv.Supv.
SalesForce
Exec.Exec.
Mgr.Mgr.
Supv.Supv.
StaffProduction
Exec.Exec.
Mgr.Mgr.
Supv.Supv.
StaffProject
CustomerService
SalesAccounts
Short-term(Project)
Continuous(Production)
Sales/Service
ManufacturedProducts/Service
Strategic Account Manager
Strategic Account Manager
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Ongoing Validation Studies
Why Chally is BetterOther Assessment ProvidersChally
Ability to produce multiple reports
from data collected,
measures reliable over time
EEOC Compliant Predictive Assessment
Glossary of 200,000 unique explanatory statements tied to the
156 competencies
Proprietary Algorithms compare results against
156 competencies
Over 30 years of research - Actuarial Database (300,000+)
Expert System
Single application of data collected
– results can change over time
Generic Glossary of Descriptive Terms
DescriptiveAssessment
Available in 12
languages!
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Sample Manager Assessment Report
Bottom-Line Recommendation Recommended Recommended if concerns
addressed can be resolved Not recommended
Describes the candidate’s candor in
responding to questions
The Position Job Skills
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Sample Manager Assessment Report
Definition of skill and graphic rating of level
of competence
Prediction of typical on-the-job behaviors
and limitations
Practical coaching tips for training and
development
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Sample Manager Assessment Report
Motivation or habit that is very evident in the candidate (+70% or
-30%) compared to other successfully employed
individuals
Suggestions for a manager to best
focus and motivate the candidate
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Sample Employee Assessment Report
Employee report does not give a hiring recommendation
When You Need to Be Right
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Coaching tips geared toward employees
Sample Employee Assessment Report
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Motivational characteristics and tips for employees
Sample Employee Assessment Report
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Chally develops customised interview guide manuals that include:
The basic methodology to conduct effective interviews
The relevant questions to ask for a given position
A guide to score answers
Sample Interview Guide
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Cone questions and suggestions on what to
look for in the candidate’s response are provided
for each skill
Sample Interview Guide
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The evaluation form includes a table for rating the candidate
Sample Interview Guide
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An Effective Selection System Should Include …
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Using the Chally
Assessment for
Talent Alignment and
Development
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Career Development& Succession Planning
1. Best Match report(s)
2. Personal Assessment Results (PAR)
3. Specific role report(s)
4. Talent Audit
• Measures motivation and relevant work habits
• Provides a Motivation Analysis Profile (MAP) of the motivations most likely to influence a candidate’s behavior
• Gives a Self Descriptive Index (SDI) of 12 different “habits” that are most frequently applicable to a work situation
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Chally’s PAR report provides deep insight into what motivates an individual related to:
• Task Motivators• Influence Motivators• Relationship Motivators• Self Descriptive Index
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Career Development& Succession Planning
1. Best Match report(s)
2. Personal Assessment Results (PAR)
3. Specific role report(s)
4. Talent Audit
• Similar to a selection report but without “recommendation”
• Assesses an individual in relation to the requirements of specific positions
• Management Predicative Strengths index (PSI)
• Can assess a candidate’s suitability for a position and clarify his/her development needs (High Potentials)
• Gives “tips” for how to manage
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Chally’s Predictive Strengths Index provides an individual their top 10 strengths for either Sales or Management along with their line vs. staff and project vs. production orientation
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Return on Investment
“Typical return” for the Chally predictive assessment system as measured by customer sponsored empirical studies:*
• 30% reduction in turnover: $1M savings/100 employees
• 30 - 35% increase in productivity per employee hired
• 85%+ accuracy in identifying high potentials
* Percentage reduction in turnover, increase in productivity and accuracy derived from actual client data; data available upon request
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“The only quantitative sales benchmarks, assessment tools, and metrics for managing the “people” part of the 3 key pillars of business: Strategy, People, and Process”
Leonard W. Frey III, IBM, Global Business Services, Principal, Service-Line Leader, Sales Strategy and Transformation
“Chally is like the GPS to Sales Success”Gerhard Gschwandtner, Publisher of Selling Power
“Chally is the proven comprehensive source of sales position assessment and sales research”
Anjai "AJ" Gandhi, Managing Director, Sales Practice, Sales Executive Council
Chally is leading the way to professionalize sales with support of universities that offer Sales Training!
What Others are Saying About Chally’s Abilities within Sales Effectiveness!
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Benefits of ChallyWhat differentiates Chally from other assessment providers? Chally is one of the few assessment providers that is able to
predictively and accurately identify an individual’s skill potential for a specific position within your client’s organisation
Chally’s tool is customisable to your client’s specific job requirements
Chally’s extensive database, compiled over three decades and backed by over 350 cross-industry validity studies
Chally consistently reduces costly employee turnover by 30% and improves employee productivity by as much as 35%
Chally is EEOC-compliant and can reduce your risk of legal action based on claims of discrimination
With Chally a one-time assessment can capture the work skill DNA to effectively predict future success in other key positions
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