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Decentralized recruitment process to hiresuccessful insurance agents
Hamburg, September 2013
Marius Grindemann, HR Development Sales
Decentralized recruitment process to hire successfull insurance agents Page 2
Agenda
• Volksfürsorge
• Difference in hiring insurance agents
• Former hiring process
• Decentralized hiring process with online assessment
• Summary and next steps
Decentralized recruitment process to hire successfull insurance agents Page 4
Volksfürsorge
• among the largest insurance distribution companies in Germany
• about 3 million customers
• about 3000 employees (another 30.000 as a side job)
• 236 offices in Germany (only) - „local trust business“
Customers EmployeesConsulting strategy / tools
Decentralized recruitment process to hire successfull insurance agents Page 5
Agenda
• Volksfürsorge
• Difference in hiring insurance agents
• Former hiring process
• Decentralized hiring process with online assessment
• Summary and next steps
Decentralized recruitment process to hire successfull insurance agents Page 6
Difference in hiring insurance agentsCommon hiring process
Common hiring process
Challenge Quantify people / qualifications Selection
Decentralized recruitment process to hire successfull insurance agents Page 7
Difference in hiring insurance agentsThe more the better!?
Hiring insurance agents
The more the better !?
It‘s a matter of quality and capacity!
More customers!More business!Recruitment Profit
Decentralized recruitment process to hire successfull insurance agents Page 8
Difference in hiring insurance agentsHiring strategies
• Initial qualification
• Training capacity
(initial qualification)
• On-the-job-training capacity of regional managers
• Number of
successfull insurance agents willing to change employer
1: Hiring professionals
2: Hiring from other sectors
Easy selection
Two regional hiring strategies:
Decentralized recruitment process to hire successfull insurance agents Page 9
Agenda
• Volksfürsorge
• Difference in hiring insurance agents
• Former hiring process
• Decentralized hiring process with online assessment
• Summary and next steps
Decentralized recruitment process to hire successfull insurance agents Page 10
Former hiring processRewards
Risk: Hope for natural selection
RewardGrowth / more
people
Unqualifiedpeople High expenses
Decentralized recruitment process to hire successfull insurance agents Page 11
Former hiring processSelection
Preselection effect!
Result: High expenses for small selection effect!
Assessment center
Decentralized recruitment process to hire successfull insurance agents Page 12
Agenda
• Volksfürsorge
• Difference in hiring insurance agents
• Former hiring process
• Decentralized hiring process with online assessment
- Overall Approach
- Finding the right tests
- System set-up
- Roll out
• Summary and next steps
Decentralized recruitment process to hire successfull insurance agents Page 13
Better quality at lower costEnsure better selection process by regional managersand empower them for recruitment decisions
Decentralized hiring process with online assessmentOverall approach – new hiring process
1
3
4Mandatory Interviews with (regional) superior executives
(HR on demand)
Mandatory online assessment(results: recommendation only)
Optimized reward system
2 Mandatory (part time) internship
5 Hard fact check by HR
Decentralized recruitment process to hire successfull insurance agents Page 14
Agenda
• Volksfürsorge
• Difference in hiring insurance agents
• Former hiring process
• Decentralized hiring process with online assessment
- Overall approach
- Finding the right tests
- System set-up
- Roll out
• Summary and next steps
Decentralized recruitment process to hire successfull insurance agents Page 15
Decentralized hiring process with online assessmentFinding the right tests - group comparison
Group selection: Below / above averageinsurance agents
One hour of different tests
400 invitations
200 200
77 10145%
+ -
Decentralized recruitment process to hire successfull insurance agents Page 16
Decentralized hiring process with online assessmentFinding the right tests - group comparison
- +
fan 19,3 19,5
lct 85,7 93,2
eql-a 18,2 19,5
mt-cc 52,9 59,2
verb 10,9 11,4
Test 1: Performance tests
Decentralized recruitment process to hire successfull insurance agents Page 17
Decentralized hiring process with online assessmentFinding the right tests - group comparison
Test 2: Situational judgement questionnaire
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15
1 -0,12 0,08 -0,04 -0,08 0,05 0,11 -0,13 0,00 0,08 -0,16 0,02 -0,12 0,20 0,17 -0,04
2 -0,18 -0,14 -0,07 0,08 -0,08 -0,14 -0,19 0,13 0,27 -0,08 -0,11 0,01 -0,18 -0,07 -0,19
3 0,19 0,02 0,06 -0,03 0,04 0,18 0,30 -0,14 -0,40 0,10 0,05 0,11 0,06 -0,15 0,19
16 17 18 19 20 21 22 23 24 25 26 27 28 29 30
1 0,03 0,18 -0,01 -0,10 -0,15 -0,11 0,08 -0,05 -0,28 0,29 -0,17 0,03 0,12 -0,26 -0,15
2 0,11 -0,08 0,03 -0,11 0,26 0,25 0,09 -0,18 0,34 -0,24 0,20 0,16 -0,02 -0,22 0,12
3 -0,15 -0,14 -0,05 0,14 -0,15 -0,18 -0,17 0,20 -0,17 -0,18 0,03 -0,15 -0,18 0,35 -0,01
Reduced to 18 items
Decentralized recruitment process to hire successfull insurance agents Page 18
Decentralized hiring process with online assessmentFinding the right tests - group comparison
Test 3: Sales competencies / personality test
• More self responsible• More competetive• More self organized / independent• More convincing• More sales (money) oriented
Results
Transformed into our own competencies
Decentralized recruitment process to hire successfull insurance agents Page 19
Decentralized hiring process with online assessmentFinding the right tests - group comparison
Test 3: Sales competencies / personality test
Test 1: Performance tests
Test 2: Situational judgement questionnaire
30 minutesMultiples r:
.59-.87
Decentralized recruitment process to hire successfull insurance agents Page 20
Agenda
• Volksfürsorge
• Difference in hiring insurance agents
• Former hiring process
• Decentralized hiring process with online assessment
- Overall approach
- Finding the right tests
- System set-up
- Roll out
• Summary and next steps
Decentralized recruitment process to hire successfull insurance agents Page 21
Decentralized hiring process with online assessmentSystem set-up
Hierarchical Accounts(only own applicants can be seen)
Easy to read reports - includinginterview guidesIndividual account with test-ID for
each office
Corperate design
Decentralized recruitment process to hire successfull insurance agents Page 22
Decentralized hiring process with online assessmentSystem set-up
Results incl. interviewsInterview guides
Decentralized recruitment process to hire successfull insurance agents Page 23
Agenda
• Volksfürsorge
• Difference in hiring insurance agents
• Former hiring process
• Decentralized hiring process with online assessment
- Overall approach
- Finding the right tests
- System set-up
- Roll out
• Summary and next steps
Decentralized recruitment process to hire successfull insurance agents Page 24
Decentralized hiring process with online assessmentRoll out
HR staff / management board: presentation / training
Branded information package for all regional managers
• Letter from board of directors & head of HR• Presentation on new designed hiring process• Short manual on using the online assessment + understanding the results• Manual on the job-interview process and using the included interview manuel /
structure• Contact information HR / Cut-e
• Everything as a softcopy on a flash drive• Computer mouse
1
2
Decentralized recruitment process to hire successfull insurance agents Page 25
Agenda
• Volksfürsorge
• Difference in hiring insurance agents
• Former hiring process
• Decentralized hiring process with online assessment
• Summary and next steps
Decentralized recruitment process to hire successfull insurance agents Page 26
Summary and next steps
!
Decentralized process to select high quality at low cost including rewards,
internship, online assessment and mandatory interviews
Online assessmentGroup comparison to find the right combination of tests
Reports including interview guides to increase interview quality & selection
competencies of regional management
Test-results „recommendation only“ to ensure acceptance
Responsibility for recruiting decisions given to regional management!
Evaluation
Hardfact / cut off in the future !?