{"id":435,"date":"2006-11-10T16:20:36","date_gmt":"2006-11-10T22:20:36","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=435"},"modified":"2006-11-10T16:21:53","modified_gmt":"2006-11-10T22:21:53","slug":"why-assessing-works-stopping-the-fakers","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2006\/11\/why-assessing-works-stopping-the-fakers\/","title":{"rendered":"Why Assessing Works &#8211; Stopping the Fakers"},"content":{"rendered":"<p>CareerJournal.com again with this article &#8211; <a href=\"http:\/\/www.careerjournal.com\/columnists\/theorypractice\/20061107-theorypractice.html?mod=RSS_Career_Journal&#038;cjrss=frontpage\" target=\"_blank\">Pre-Hire Tests Aim To Stop &#8216;Fakers&#8217;<\/a>. I like to riff on this topic often. My comment &#8211; 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 model for our assessments would be $500 for determining a strong candidate and $1,000 for identifying a weak candidate. I doubt that would fly, but the logic is sound.<\/p>\n<p>Some excerpts:<\/p>\n<blockquote><p>Despite the tests&#8217; flaws, Dr. Griffith says pre-employment tests are <em>generally<\/em> more reliable predictors of performance than an interview alone.<\/p><\/blockquote>\n<p>Generally? An understatement in my opinion. Our primary focus is in the sales hiring arena and we have yet to encounter a hiring manager who has a perfectly tuned intuition. Every sales manager we have encountered has a sales hiring horror story.<\/p>\n<blockquote><p>Facing the perennial challenge of hiring the right applicant, more employers have adopted prehire tests in recent years, thanks in part to the Internet making distribution cheaper and easier. About <strong>70%<\/strong> of entry and midlevel jobs at big companies now include testing, says Scott Erker, a senior vice president at Development Dimensions International, a Bridgeville, Pa., human-resources consultancy.<\/p><\/blockquote>\n<p>We have seen a significant increase in assessment usage over the past 2 years especially. We offer web-based assessments which are not proctored so fake answers are an issue. The author continues in this vein:<\/p>\n<blockquote><p>Employers and testing companies are aware that some applicants give misleading answers. So they include questions designed to weed out fakers.<\/p><\/blockquote>\n<p>Yes we do. Our assessments provide reliability scores and verification questions.<\/p>\n<blockquote><p>Sherri Merbach, senior director for organizational development for Orange Lake Resorts, which sells time shares in Florida, says prehire personality tests are especially helpful in hiring salespeople. <strong>Sales applicants are usually able to make a good impression<\/strong> &#8212; and thus interview well&#8230;<\/p><\/blockquote>\n<p>Welcome to our world. Most of the sales hiring horror stories we hear involve a smooth-talking sales candidate who appeared strong in the interview. Once they are on the payroll, the sales manager learns that their new salesperson couldn&#8217;t close a door.<\/p>\n<p>In case you couldn&#8217;t tell, we are unabashed advocates of objective assessments <em>used in conjunction<\/em> with a structured <a href=\"http:\/\/www.selectmetrix.com\/Process_Main.html\" target=\"_blank\">hiring process<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>CareerJournal.com again with this article &#8211; Pre-Hire Tests Aim To Stop &#8216;Fakers&#8217;. I like to riff on this topic often. My comment &#8211; 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 model for our assessments would be $500 for determining a strong candidate and $1,000 for identifying a weak candidate. I doubt that would fly, but the logic is sound. Some excerpts: Despite the tests&#8217; flaws, Dr. Griffith says pre-employment tests are generally more reliable predictors of performance than an interview alone. Generally? An understatement in my opinion. Our primary focus&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2006\/11\/why-assessing-works-stopping-the-fakers\/\">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":[6,2,16,3],"tags":[],"class_list":["post-435","post","type-post","status-publish","format-standard","hentry","category-assessing","category-hiring","category-hiring-salespeople","category-sales"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-71","jetpack-related-posts":[{"id":1707,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/08\/when-to-test\/","url_meta":{"origin":435,"position":0},"title":"When To Test","author":"Derrick Moe","date":"August 14, 2008","format":false,"excerpt":"Selling Power'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\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1628,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/06\/quality-of-hire-requires-objectivity\/","url_meta":{"origin":435,"position":1},"title":"Quality Of Hire Requires Objectivity","author":"Derrick Moe","date":"June 23, 2008","format":false,"excerpt":"Ere.net offers up an excellent Kevin Wheeler article that explains how gut-level hiring occurs.\u00a0 Here is the crux of the problem: Interviews are examples of how easy it is to abandon the tools of objectivity, the scientific method, logic, and the rules of evidence, for our \u201cgut\u201d or for \u201cchemistry.\u201d\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1943,"url":"https:\/\/selectmetrix.com\/blogs\/2009\/03\/spooky-accurate-assessments\/","url_meta":{"origin":435,"position":2},"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":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":683,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/02\/6-sales-hiring-mistakes\/","url_meta":{"origin":435,"position":3},"title":"6 Sales Hiring Mistakes","author":"Derrick Moe","date":"February 21, 2007","format":false,"excerpt":"Salesopedia has this article on their home page this week - Six Common Mistakes in the Sales Hiring Process. Obviously we are going to read that one. First off, great quote from Zig Ziglar in the article: \"Sales people are really the only people in business who pay the bills!\"\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2432,"url":"https:\/\/selectmetrix.com\/blogs\/2010\/10\/skills-pay-the-bills\/","url_meta":{"origin":435,"position":4},"title":"Skills Pay The Bills","author":"Derrick Moe","date":"October 4, 2010","format":false,"excerpt":"I am slowly coming to the realization that many (most?) sales hiring managers are drawn to hiring experience like a moth is drawn to light.\u00a0 I am seeing it play out again at one of our assessment customers.\u00a0 The allure is to hire a salesperson with industry experience before properly\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":911,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/05\/the-can-vs-cant-approach\/","url_meta":{"origin":435,"position":5},"title":"The Can vs. Can&#8217;t Approach","author":"Derrick Moe","date":"May 11, 2007","format":false,"excerpt":"One client of ours told me a sales hiring story that led them to us. The sales manager followed the conventional hiring process - post an ad, sort the resumes, interview the candidates from the \"yes\" resume pile. He chose a salesperson with a glowing resume who absolutely won him\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/05\/windowslivewriterthecanvs.cantapproach-63b4j04001816.jpg?resize=350%2C200","width":350,"height":200},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/435","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=435"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/435\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=435"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=435"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=435"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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