Nation’s Leading Professional Employer Organization Licenses the TriMetrix® Assessment System to Cut Turnover and Hiring Costs
Summary
Administaff is the nation’s leading Professional Employer Organization (PEO), serving as a full-service human resources department for small and medium-sized businesses throughout the United States. In 2004, Administaff’s rate of turnover in its’ sales force had reached the mid 40’s. Hiring managers were using a pre-employment assessment, but according to VP of Sales Marty Scirratt, “We didn’t have a scorecard to tell us what a good sales representative looked like. I was really looking for a fail-proof way to screen candidates.”
Results:
- Today the company’s turnover percentage rate is in the low 30’s. This number continues to decline with every new sales rep hired.
- In 2006, Administaff expanded their agreement with The Brooks Group to license the TriMetrix system on an unlimited basis, yielding a savings of 38% on a per-assessment basis.
- Scirratt gives his endorsement to TriMetrix saying, “I’ve referred it to many people. It saves you a tremendous amount of time and makes it easy to get to know somebody who’s going to be reporting to you.”
About Administaff
Administaff delivers personnel management services by entering into a co-employment relationship with a client company and the client company’s existing employees, including the business owner. Under this arrangement, Administaff assumes or shares many of the responsibilities of being an employer. Administaff’s sales department is responsible for identifying and calling on organizations that can potentially benefit from the company’s services.
The Problem
In 2004, Administaff recognized a turnover problem in its sales department. The percentage rate of turnover on the sales force had reached the mid 40’s. Administaff’s hiring managers were using a pre-employment assessment tool, but it simply wasn’t able to identify candidates who weren’t a fit for Administaff’s culture.
According to VP of Sales, Marty Scirratt, “At the time, we didn’t have a scorecard to tell us what a good sales representative looked like. I was really looking for a fail-proof way to screen candidates.”
The Solution
While conducting an Internet search for an alternative to the sales screening tool Administaff was using at the time, Scirratt discovered The Brooks Group’s TriMetrix Assessment System. Scirratt liked the system because it was actually three assessments in one easy application. “Sales reps get tested so much that they know how to fool some tests but [TriMetrix] provided me a way to check for inconsistencies. A sales candidate may be able to fool one test, but they can’t fool three.”
The Brooks Group’s TriMetrix Assessments held 3 distinct advantages for Administaff:
- TriMetrix includes a job benchmarking process which allowed Administaff to create the “scorecard” they sought. Unlike other benchmarking processes, it doesn’t use top performers as a baseline, so the outcome is not limited by the talent that already exists within an organization.
- The TriMetrix System is specifically geared to sales. The Sales Strategy Index™ is an additional piece of the TriMetrix System that accurately predicts each candidate’s strengths and weakness in the context of selling.
- The Brooks Group offered Administaff a licensing agreement to use a high volume of assessments at a significantly reduced cost. With 45 offices in 23 markets and salespeople dispersed throughout the US, Administaff needed an efficient way to deliver assessments throughout the company – licensing TriMextrix’s Internet Delivery Software was a cost-effective solution.
Licensing and Training
As part of the licensing agreement, The Brooks Group provides ongoing training for the Senior Management Team and District Managers from each regional office. Training ensures managers are proficient in interpreting results and able to maximize the hiring, orientation, management and coaching benefits that TriMetrix offers.
Scirratt says that ongoing training has helped Administaff maximize the information that each report contains. “We’ve had a refresher course every year since installing the system and that’s really made a difference for us.”
The Bottom Line for Administaff
TriMetrix has made a big difference for Administaff. Today the company’s turnover percentage rate is in the low 30’s and it continues to decline with every new sales rep. In 2006, the license agreement saved Administaff 38% over paying on a “per assessment” basis. Based on their current volume of assessments (nearly 20 per week), their licensing agreement will yield even greater savings for 2007.
Scirratt gives his endorsement to TriMetrix saying, “I’ve referred it to many people. It saves you a tremendous amount of time and makes it easy to get to know somebody who’s going to be reporting to you.”
The TriMetrix System continues to be used on a daily basis within the organization. In fact, when asked about his direct reports, Scirratt says, “I can almost quote their assessment results in my head. That way I know how to communicate with them the way they want to be communicated with. I know they hear me.”
