Geopost uses high performer research results in recruitment
is one of Europe’s leading distribution and logistics
companies. It is owned by La Post, the second largest
postal group in Europe with interests in Mail, Parcels,
Logistics and Financial Services. Its UK brands include
Parceline, an Express Parcels Carrier with a reputation
for innovation in delivery process including a revolutionary
route control and signature capture system.
company only recruited sales people with a minimum of
two years sales experience for its new business team
because it knew that only those sales people who could
cope with the demands and rejection of cold calling
could be successful.
found it difficult to attract good people away from
their existing employers and the standard of candidates
on the market was often poor.
Director Dwain McDonald participated in the high performer
research project which showed that aptitude for sales
roles could be measured more effectively by assessing
differences in an individual’s biology than by
psychometric tests of personality or intelligence.
saw the potential of using Biometric Profiling to identify
youngsters with no or limited experience but having
the aptitude to be a high performer. It was tested to
see if it could differentiate between high and low performers
in the sales team in a ‘blind’ pilot exercise
that showed it to be accurate. Then sales managers were
trained to integrate the Biometric Interview into their
normal interview. Finally 15 junior sales executives
were recruited using their scores against high performer
benchmarks to predict their potential.
Moores, Northern Regional Sales manager and the project
manager said: “We have recruited 15 juniors who
are a few months out of their training and already we
can see we have some real winners. Retention has also
improved which shows that we really are assessing aptitude
for the role regardless of skill or knowledge. It has
also allowed us to be more tolerant of our new starters.”
Geopost will use the performance results from this first
batch of recruits to tune the Biometric criteria to
their culture and the new business role more precisely.
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