"PeopleAnswers has terrific
technology. Very quickly we realized its benefit to our
organization. PeopleAnswers' solutions allowed us to very
quickly retool our sales team recruiting efforts to a
whole new level. We see the use of PeopleAnswers as
a long-term advantage for our organization.”
– Bruce Roberson, EVP of Sales and Marketing for
Safety-Kleen
Safety-Kleen manages the safe disposal of waste for more
than 400,000 companies. With over 150 locations nationwide
and more than 4,000 employees, Safety-Kleen relies on a
large, distributed sales force to reach its customers.
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Business Challenge before PeopleAnswers:
Safety-Kleen’s goal was to ultimately bring
the company a higher volume of business
by systematically improving the
hiring of
sales talent across North America.
The first step was to identify the characteristics
of
already successful Safety-Kleen sales representatives. A
subset of the existing sales force were high performers,
but they were
spread out across more than 150 offices
in
North America. With an extensive line of
industrial
cleaning products and a broad
array of businesses
purchasing its products,
determining the necessary
characteristics
for being successful in Safety-Kleen
product sales was going to be a major
challenge. |
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Bruce Roberson, Executive Vice
President
of Sales and Marketing for Safety-Kleen |
An additional hurdle was the logistics of having hundreds
of candidates being interviewed in 150 offices by hundreds
of Safety-Kleen managers. In order to elevate the caliber
of new hires, not only would better candidates need to be
considered, but hiring managers would have to do a better
job of assessing the strengths and weaknesses of each
potential candidate. Upgrading the interview process for
the hiring managers of all 150 offices was also going to
be a significant challenge.
Solution using PeopleAnswers:
Safety-Kleen used PeopleAnswers software to assess their
existing top performing sales people across the country.
Regardless of their geographical location, employees logged
on the Internet and completed the online survey.
PeopleAnswers software extracted the Behavioral DNA™ of
Safety-Kleen top performers and then synthesized an “ideal
profile” based on their unique characteristics.
Under the direction of recruiters at Safety-Kleen
headquarters, potential candidates across the country logged
on the Internet to be assessed by PeopleAnswers’ software.
PeopleAnswers analyzed each candidate’s Behavioral DNA
against Safety-Kleen’s own ideal top performer profile.
Those candidates that showed similar Behavioral DNA make-up
to the existing Safety-Kleen top performers were directed to
the closest branch office for an in-person interview.
Before each interview, PeopleAnswers provides Safety-Kleen
hiring managers with a detailed assessment of each
candidate. The online PeopleAnswers assessment explains in
detail the strengths and weaknesses of each candidate, as
well as provides a comprehensive roadmap of suggested areas
for hiring managers to focus on during the interview.
Personalized, in-depth interview questions are provided with
each assessment, helping the hiring manager focus on the
most important issues with each candidate.
The Bottom Line:
The results of the PeopleAnswers solution to Safety-Kleen’s
hiring challenges have been impressive.
- Safety-Kleen feels like it is currently on track to
meet its goal of bringing a new caliber of sales
representative into the organization.
- By identifying the Behavioral DNA of existing top
performers, Safety-Kleen has been able to hire sales reps
that the company believes will be significantly more
successful.
- By using the PeopleAnswers software at the onset of
the hiring process, a larger number of candidates can be
actually considered. By extending the search across a
larger candidate base, Safety-Kleen interviews a
significantly higher caliber of individuals.
- Since candidates, hiring managers, and executives all
interact with PeopleAnswers online, Safety-Kleen’s
geographically distributed business did not impede the
hiring process. Results are available immediately
regardless of where in the country the candidate or the
hiring managers are.
- PeopleAnswers’ detailed assessment of each candidate
provides Safety-Kleen hiring managers with all the
information they need before the interview starts. Hiring
managers are able to significantly improve the quality and
thoroughness of each interview.
Going forward, Safety-Kleen will apply the same top
performer Behavioral DNA model with other positions inside
the company. “The success of the sales hiring initiative
encouraged us to extend the PeopleAnswers approach to other
areas of our organization” explains Bruce Roberson. “We see
the use of PeopleAnswers as a long-term advantage for our
organization.”
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