Decentralized recruitment process to hire successful ... · Decentralized recruitment process to...

Decentralized recruitment process to hiresuccessful insurance agents

Hamburg, September 2013

Marius Grindemann, HR Development Sales

Decentralized recruitment process to hire successfull insurance agents

Agenda

• Volksfürsorge

• Difference in hiring insurance agents

• Former hiring process

• Decentralized hiring process with online assessment

• Summary and next steps


Volksfürsorge


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


Agenda

• Volksfürsorge






Difference in hiring insurance agentsCommon hiring process

Common hiring process

Challenge Quantify people / qualifications Selection


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


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:


Agenda

• Volksfürsorge






Former hiring processRewards

Risk: Hope for natural selection

RewardGrowth / more

people

Unqualifiedpeople High expenses


Former hiring processSelection

Preselection effect!

Result: High expenses for small selection effect!

Assessment center


Agenda

• Volksfürsorge




- Overall Approach

- Finding the right tests

- System set-up

- Roll out



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


Agenda

• Volksfürsorge




- Overall approach


- System set-up

- Roll out



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%

+ -



- +

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



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



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



Test 3: Sales competencies / personality test

Test 1: Performance tests

Test 2: Situational judgement questionnaire

30 minutesMultiples r:

.59-.87


Agenda

• Volksfürsorge




- Overall approach


- System set-up

- Roll out



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 hiring process with online assessmentSystem set-up

Results incl. interviewsInterview guides


Agenda

• Volksfürsorge




- Overall approach


- System set-up

- Roll out



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


Agenda

• Volksfürsorge






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 !?


Questions

Decentralized recruitment process to hire successful ... · Decentralized recruitment process to...

Documents

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