Recruitment Process

Remap provides Recruitment Interviewers with a unique insight into a candidate’s emotional propensity to survive and succeed in sales.

Your current recruitment process will already seek to establish their professional competency by exploring their existing Skills and Knowledge through a Competency Based Interview (CBI) and / or Assessment Centre process. Our face-to-face interview, normally conducted at the same time as the CBI, only looks to explore the candidate’s feelings towards Selling and Self Promotion; the premise behind this is that no matter how skilful and knowledgeable a candidate may appear, this is of little commercial use for any business if they are uncomfortable actually using these abilities in front of a customer. This emotional discomfort, which restricts a sales person’s performance and effectiveness, is known as Sales Call Reluctance (SCR).

Step One: Client Companies

First agree where the Interview Report will be placed within their current Competency Based Interview and / or Assessment process. Then all personnel involved in using the report to interview prospective sales representatives receive appropriate training by Remap.

Step Two: Candidates for Recruitment

Candidates must use a unique password to access the online questionnaire. Passwords are issued direct to the candidates, either by Remap, or their Client Company. The candidate (remotely) completes the on-line questionnaire via Remap’s website.

Step Three: Remap Interview Report

Remap processes the results of the questionnaire and several reports are produced in order for them to produce an Interview Report. This Report is then sent electronically to individuals within the Client Company, most commonly Sales Managers and HR personnel who have received formal training in its use. All Remap personnel are available Pre and Post candidate interview for help and support. An Interview Support Guide is also provided.

By identifying SCR behaviours at interview, this will help you understand the potential impact their SCR traits may have on their future performance, and thereby help you to make informed choices about their suitability for your sales role.

Predictive validity studies on the profiling tool have shown an 80% correlation between a non Sales Call Reluctant score and High Producers. Similarly, studies have discovered a 75% correlation between a Sales Call Reluctant score and marginal producers.