Identify Needs
Hiring Managers:
- High turnover rate
- Pressure to improve performance measures, such as sales or calls per hour
- Need to increase hiring efficiency and do more with less
Training Managers:
- Pressure to demonstrate a return on training investment.
- Need to prescribe training based on objective assessment.
Some unsolicited advice:
Like any tool, assessments are useful only when applied with purpose. This means
you must know your customer's needs. Ask as many questions as necessary and never
move on to the next step until you can articulate needs clearly and the customer has confirmed
them. Once the needs are understood, you must make a determination regarding whether
the customer is prepared to act upon them. Typically, this means that the needs must
be converted from general problems into financial impact. Without potential financial gain,
needs often become annoyances rather than actionable requirements.
Resources:
