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Assess, Align, Achieve: Transform Your Team with Behavioral Insights
Many DealersEdge Premium Members have told us of the value of behavioral assessments in the hiring process. We know that many, many more dealerships use this vehicle to get a better handle on a prospective hire. So, we asked Art Niemann of Niemann Profiles to join us for a webinar to discuss the assessment process and its benefits. The following is a summary of his comments.
There are significant advantages of utilizing assessment programs, particularly behavioral assessments, in the hiring and development of managerial roles within automotive dealerships. As dealership groups grow larger through consolidation, the need for effective mid- and top-level managers has become increasingly critical. The high cost of a bad hire, which can range from $17,000 to $240,000, underscores the necessity of making informed hiring decisions.
Key Points:
The Importance of Behavioral Assessment:
Behavioral assessment tools in the hiring process have significant value. These tools help identify candidates whose natural behavioral tendencies align with the demands of the job, thus improving the likelihood of a successful hire.
Walter V. Clarke's Activity Vector Analysis or AVA as it is known, is highlighted as a pioneering tool in this field, measuring four primary behavioral vectors:
Assertiveness
Sociability
Calmness,
and Conformity.
These behavioral vectors or tendencies help predict how well an individual will fit into a specific role and within a particular organization.
Let’s Take a Look at the Assessment Process:
The assessment process begins with defining and benchmarking job demands to establish an ideal behavioral profile for the role.
Applicants are then evaluated based on their alignment with these benchmarks. This includes measuring their behavioral vectors and considering their qualifications and experience. A behavioral vector, as described in the context of the Activity Vector Analysis system, refers to a specific dimension, tendency or axis along which an individual's behavior can be measured and analyzed.
Post-hire, periodic reassessments are conducted to guide personalized coaching strategies as well as considerations for promotions to more important management roles. These strategies focus on aligning employees' behaviors with job demands, thereby improving job performance and satisfaction.
Further Explanation of Behavioral Vectors and Job Compatibility:
The AVA system categorizes behavioral traits into proactive – specifically assertiveness and sociability, as well as reactive or measures of calmness and conformity tendencies, each aligning with specific job roles.
For example, high assertiveness and low conformity might be ideal for leadership roles, while high calmness is crucial for positions involving high-stress situations.
The combination of these vectors helps in determining the overall behavioral style of a candidate and its compatibility with the job.
Let’s See How it Works in a Real-World Application and Case Study:
The dealership in this case study implemented the AVA to evaluate candidates for a service advisor position.
Despite the AVA indicating that one candidate had below-average energy and capacity, low maturity and self-discipline, and a -0.96 correlation with the job benchmark—suggesting a poor fit—the dealership went with their “gut” and proceeded with the hire.
The candidate quickly displayed disinterest and poor performance, taking extended breaks and failing to stay on task. By the second week, the candidate left the job without notice.
This experience reinforced the importance of aligning a candidate's behavioral traits with job demands.
How to Integrate Assessments into HR Practices:
Behavioral assessments are integrated into various HR practices, including hiring decisions, training, and employee development. These assessments help in selecting the right person for the job, tailoring coaching strategies, and fostering team dynamics.
Managers can use assessment results to set SMART goals, delegate tasks, and conduct performance reviews, ensuring that employees' strengths are utilized effectively.
How to Employ Assessments for Employee Development:
In his report, Art underscored the role of personalized coaching in employee development. By understanding an employee’s natural behavioral style and job role perception, managers can guide them in adjusting their behaviors to better meet job demands.
Continuous coaching and feedback are essential for helping employees develop the necessary skills and behaviors for their roles, leading to higher productivity and job satisfaction.
Conclusion on Behavioral Assessments:
There are numerous benefits of integrating quality assessments into HR practices. These assessments help organizations make informed hiring decisions, manage talent effectively, and develop employees based on their behavioral traits.
By leveraging assessment information, organizations can ensure that their managers and employees are well-equipped to meet job demands, ultimately leading to better organizational performance.
The detailed exploration of behavioral assessments, particularly the AVA system, demonstrates their critical role in not only hiring the right talent but also in nurturing and developing that talent to achieve organizational goals.
More Resources on Behavioral Assessments:
This post is a brief summary of all that Art provided via his presentation and was adapted from a DealersEdge Special Report on this topic. The report is 12 pages of details on how Behavioral Assessments work and how they can benefit your dealership as you seek to build the best management team possible.
You can acquire a copy of this 12-Page report, delivered via email in PDF format- details below.
DealersEdge Special Report:
The Power of Assessment Tools for Managerial Roles
Full Detailed Report in Immediate PDF:
12 Pages of detailed assessment analysis
How Assessments Work
Benefits to your New Hire Selection Process
Benefits for Advancement Considerations
Case Study - How it worked for one dealership
Available for immediate and automatic email delivery in PDF.... Click below to receive your copy...
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