【正文】 e r e d O u t b y T o o l P a s s T h r o u g h H i g h P a s s ( T o p T h i r d )(Bottom Third) X ? (Interview Qualified – Top twothirds) 52 Seller Results: APD N = 205 83%100%116%80%90%100%110%120%130%Expected Average % to GoalF i l t e r e d O u t b y T o o l s * P a s s T h r o u g h H i g h P a s s ( T o p T h i r d )(Bottom Third) X ? (Interview Qualified – Top twothirds) * Combined Failed Prescreen and Failed Proctored Assessment 53 Seller Results: EAME N = 212 87%106%128%80%90%100%110%120%130%Expected Average % to GoalF i l t e r e d O u t b y T o o l s * P a s s T h r o u g h H i g h P a s s ( T o p T h i r d )(Bottom Third) X ? (Interview Qualified – Top twothirds) * Combined Failed Prescreen and Failed Proctored Assessment 54 Seller Results: LAD N = 99 93%99%111%80%90%100%110%120%130%Expected Average % to GoalF i l t e r e d O u t b y T o o l s * P a s s T h r o u g h H i g h P a s s ( T o p T h i r d )(Bottom Third) X ? (Interview Qualified – Top twothirds) * Combined Failed Prescreen and Failed Proctored Assessment 55 Seller Results: PHASE 1 N = 390 (NAD, UK/Ireland, Australia/Fiji) 89%107%122%80%90%100%110%120%130%Expected Average % to GoalF i l t e r e d O u t b y T o o l s * P a s s T h r o u g h H i g h P a s s ( T o p T h i r d )(Bottom Third) X ? (Interview Qualified – Top twothirds) * Combined Failed Prescreen and Failed Proctored Assessment ? 靜夜四無鄰，荒居舊業(yè)貧。Sales Selection Tools Development Implementation Overview Updated: June 23, 2023 Implementation Partners: Organizational Capability Global Sales Global HR 1 Contents ? Overview ? Tool Development Study Results ? Process Impact ? Tool Utilization ? Implementation Notes ? Appendix Overview 3 Reduce the Time Spent Evaluating Candidates Increase the Number of Strong Sales Candidates = Candidate “Profitability” Hired the best of the best and the new hires were well worth the time spent Overarching Goal: Maximize the Selection Process 4 Selection Process PreImplementation (Screening Discussion, .) Improve Sales Hiring Process Evaluation PreImplementation 5 Fundamental attributes ? Difficult to teach or train ? Are related to job performance ? Can be assessed Improve Sales Hiring Process Model WorldClass Evaluation Selection Process PreImplementation (Screening Discussion, .) + 6 Benefit Impact Better Candidates ? Eliminate candidates likely to be poor performers More Time ? Spend more time on stronger candidates Increased Confidence ? Understand a candidate’s experience and abilities ? Hire for attitude, train for skill Greater Productivity ? Stronger candidates make bigger contributions, sooner Return on Investment The tools are designed to provide… 7 Phased Approach Area Research Study Tool Construction Implementation Seller Leader Phase 1 Native English NAD April 2023 Seller Phase 1 All Leader Phase 1 All July 2023 Australia, Fiji September 2023 UK, Ireland October 2023 Phase 2 Additional 8 languages APD Nov Dec. 2023 Seller – APD Leader Phase 2 All July 2023* EAME Seller – EAME July 2023 LAD Seller – LAD July 2023 Sales Selection Initiative: Global Focus ? Bahasa (Indonesian) ? Chinese (Simplified) ? French ? German ? Italian ? Japanese ? Spanish (European) ? Spanish (Latin American) Phase 2 Languages: * Japan, Korea, India/Bangladesh targeted for October 2023 Tool Development Study Results 9 Understand Global Jobs Aug. – Dec. 2023 Tool Development Overview Sales Incumbents – Job Analysis Questionnaire Global SME Focus Groups – Job consistencies and career paths Sales Competency Model Development 10 Tool Development: Job Famil