{"id":1707,"date":"2008-08-14T09:55:53","date_gmt":"2008-08-14T14:55:53","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/08\/when-to-test\/"},"modified":"2008-08-14T09:50:08","modified_gmt":"2008-08-14T14:50:08","slug":"when-to-test","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2008\/08\/when-to-test\/","title":{"rendered":"When To Test"},"content":{"rendered":"<p><a target=\"_blank\" href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?NLid=10&amp;Layout_ID=794&amp;ARTid=3563&amp;nDate=August+13%2C+2008\">Selling Power&#8217;s Hiring Newsletter takes a look at assessments<\/a> used in the hiring process.\u00a0 This is a topic near and dear to our hearts in that <a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Assessing_Main.html\">we assess sales candidates<\/a> with online tests.\u00a0 One paragraph jumped out (emphasis mine):<\/p>\n<blockquote><p>According to Whittle, the average test runs around $200, but there were some tests that tacked on extra costs for interpretation up to $600 to $900 extra. <strong>Her company usually conducts the tests after at least two behavioral interviews to save time and costs.<\/strong> However, Whittle reminds us &#8211; the cost of testing is nothing compared to the cost of a bad hire. &#8220;We conduct the tests to validate what we&#8217;ve seen during the interview process,&#8221; explains Whittle.<\/p><\/blockquote>\n<p>I understand this approach, but I don&#8217;t agree with it.\u00a0 Here has been my experience &#8211; hiring managers will doubt the test results as opposed to their &#8220;gut instinct.&#8221;\u00a0 If you are two interviews into the process with a candidate, I guarantee someone has bonded with the candidate.\u00a0 This is not a bad thing, but what if the assessment comes back with information that indicates the candidate would be a risky, or even bad hire?<\/p>\n<p>This is the problem &#8211; the hiring manager has committed to the candidate at some level.\u00a0 If the hiring manager has enough power, they will still hire the candidate in spite of the assessment results.<\/p>\n<p>We assess candidates after a successful phone interview.\u00a0 This provides a detailed view of the candidate&#8217;s abilities, motivations, drive and so forth.\u00a0 The results also provide the topics for discussion during the initial in-person interview.\u00a0 This data makes that first interview far more revealing than simply probing for unknown weaknesses with generic questions.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Selling Power&#8217;s Hiring Newsletter takes a look at assessments used in the hiring process.\u00a0 This is a topic near and dear to our hearts in that we assess sales candidates with online tests.\u00a0 One paragraph jumped out (emphasis mine): According to Whittle, the average test runs around $200, but there were some tests that tacked on extra costs for interpretation up to $600 to $900 extra. Her company usually conducts the tests after at least two behavioral interviews to save time and costs. However, Whittle reminds us &#8211; the cost of testing is nothing compared to the cost of a bad hire. &#8220;We conduct the tests to validate what we&#8217;ve&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2008\/08\/when-to-test\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[6,2],"tags":[96,954,294,955],"class_list":["post-1707","post","type-post","status-publish","format-standard","hentry","category-assessing","category-hiring","tag-assessment","tag-hiring-assessment","tag-sales-assessment","tag-when-to-assess"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-rx","jetpack-related-posts":[{"id":2655,"url":"http:\/\/selectmetrix.com\/blogs\/2016\/01\/3-tips-to-hire-salespeople\/","url_meta":{"origin":1707,"position":0},"title":"3 Tips To Hire Salespeople","author":"Derrick Moe","date":"January 18, 2016","format":false,"excerpt":"From the Harvard Business Review Tip of the Day email: Most companies spend more on hiring in sales than they do in any other part of the organization. With an average annual turnover rate of 25 to 30%, and direct replacement costs ranging from $75,000 to $300,000, there\u2019s a big\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/01\/Selection-Tips.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/01\/Selection-Tips.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/01\/Selection-Tips.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":1943,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/spooky-accurate-assessments\/","url_meta":{"origin":1707,"position":1},"title":"Spooky Accurate Assessments","author":"Derrick Moe","date":"March 12, 2009","format":false,"excerpt":"From Inc.com\u2019s article on how to screen sales candidates: It cost $400 a candidate, and the recruits took the tests online. Dolan and Kinaxis's star salesperson took the test, too, and Opus analyzed their test scores and created a personality benchmark. Afterward, Opus discussed the results with each of the\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":853,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/an-objective-step-for-hiring\/","url_meta":{"origin":1707,"position":2},"title":"An Objective Step For Hiring","author":"Derrick Moe","date":"April 26, 2007","format":false,"excerpt":"We are strong proponents of using assessments for hiring - it is the backbone of our system. Yet, many people still have some hesitancy in completing the assessments. CareerJournal.com offers up Why Wasn't I Interviewed After Taking Personality Quiz? which is a Q&A article about whether or not to complete\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1433,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/personality-assessments-and-stereotypes\/","url_meta":{"origin":1707,"position":3},"title":"Personality Assessments And Stereotypes","author":"Derrick Moe","date":"February 22, 2008","format":false,"excerpt":"Personality assessments, or \"communication style\" as I prefer, are highly valuable in the hiring process for one important aspect - communication.\u00a0 How many office conflicts have you seen where poor communication was adding oxygen to the fire?\u00a0 We see it in almost every office conflict. One way to diffuse these\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2354,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/06\/social-skills-vs-sales-skills\/","url_meta":{"origin":1707,"position":4},"title":"Social Skills vs. Sales Skills","author":"Derrick Moe","date":"June 24, 2010","format":false,"excerpt":"If you\u2019re talking you\u2019re not selling.\u00a0 That is an old axiom I learned early in my sales career and it is always true.\u00a0 Talking does not equal selling. Unfortunately, people not experienced in sales hiring often have the opposite view.\u00a0 Their stereotypical belief is that the best salespeople are the\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":435,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/why-assessing-works-stopping-the-fakers\/","url_meta":{"origin":1707,"position":5},"title":"Why Assessing Works &#8211; Stopping the Fakers","author":"Derrick Moe","date":"November 10, 2006","format":false,"excerpt":"CareerJournal.com again with this article - Pre-Hire Tests Aim To Stop 'Fakers'. I like to riff on this topic often. My comment - if we could simply keep the fakers off your payroll, we would be worth our weight in gold. Along those lines, I think the most accurate pricing\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1707","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1707"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1707\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1707"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1707"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1707"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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