Designed a sales selection system. The program consisted of a
behavioral interview, a work experience inventory that predicted sales performance, and
web-based tracking. The selection system was integrated with the firms training and
- Designed a call center hiring program. The program focused on
identifying people with great customer service as well as selling skills. The program
consisted of a behavioral interview and a brief assessment center that simulated the
various call center jobs in the organization.
- Assessed leadership skills. Served as an assessor in
several leadership development programs. Assessed participants' skills, created
development plans, and conducted one-on-one coaching sessions.
- Designed a management assessment center. The
assessment center consisted of several exercises to simulate a day-in-the life of a
manager. Activities included a coaching session with a new employee, a challenging
discussion with a seasoned professional, a presentation to a management team, prioritizing
in-box items, etc.
Presented stand-up training programs on HR topics. Facilitated
programs for sales managers on interviewing skills and coaching skills.
Designed developmental assessments. These are mini behavioral
assessments that are tied into a training curriculum. Employees and their managers find
them useful for pinpointing areas of strength and weakness. Training managers benefit by
using them as both a needs assessment and training evaluation.
Created web-based tests of training content. These are tests of
basic knowledge gained in training as well as how to apply that knowledge in client
situations. Test content included applications of procedures, product knowledge, soft
skills, and technical skills.
Designed a model of sales team effectiveness. Conducted a survey
of sales team practices and correlated the survey data with sales data. This resulted in a
statistical model that outlined which sales practices led to increased sales. This model
is being used to drive new business and training initiatives in the sales organization.
Evaluated the business impact of a training program. A training
group licensed materials from an outside vendor and wanted to know the impact of the
program. Conducted a study that showed that the training had a significant impact on job
Automated Level 1 assessments. Level 1 "smile sheets,"
customized to each programs objectives, were put online and automatically
distributed to program participants. Summary reports were also automated and updated in
real-time. This freed up many hours of program manager time.
- Consulted on a salesforce reorganization.
Analyzed jobs in the sales organization, developed a multi-rater skills and preferences
survey, created a process for placing people into new roles, and built a web-based system
to enable the client to manage the process.
- Trained home office staff on item writing. Trained an
instructional design group on how to write great test questions as well as how to review
statistical item analysis information. Copyright © 2014 Torkel Research and Consulting,