P R A D

other tests were also enthusiastically referenced, including tests for measuring and assessing call reluctance, employee fit, intelligence and personality profiling. Even the NFL-favored Wonderlic test has made its way into the screening process for many agencies. The data makes a fairly strong endorsement for producer testing. Producers who were endorsed for employment succeeded at a rate of 63%, 12 points higher than producers who were not recommended by the test or whose tests results were inconclusive.

Success Rates based on Testing

63%

51%

If Tested Positive If Tested Negative or Inconclusive

Despite the imperfect predictive nature of these tests, they are a critical part of the selection process for

Source: Supplemental survey

many top performing firms. In addition, the success rate data appears to validate testing as an input into the hiring decision, especially for individuals without insurance production experience.

Evaluating candidates in real world or simulated work environments can be a helpful testing tactic, too. Consider having candidates submit to a supervised writing test to assess written communication skills. Have candidates create and present a business plan to senior management. Take candidates on actual sales calls.

Other Tactics

A number of other screening tactics were identified by study participants as highly effective in screening producer candidates. Tried-and-true background checks remain important. Request college transcripts, run criminal background checks and verify employment history. Be sure to check references provided by candidates. These are all inexpensive means by which to surface critical integrity or character issues. Be sure to schedule unstructured social time with candidates and spouses to assess overall likeability and cultural fit. Finally, consider using outside professionals such as sales trainers or industrial psychologists as a part of the interview and testing processes. Their real-world experience and disinterested third-party perspective can be very helpful in screening applicants.

Internships

Although the amount of straight-from-college hiring in the study is low, it seems clear that internships have a strong impact on the success rates of those hired directly from college.

Further, an internship allows an agency to test drive producer candidates in real time to ensure the necessary qualities are in place before making an employment offer. An internship program not only

35 Producer Recruiting & Development Study