Jonathan Bergman's "Maximizing Performance through Effective Hiring" presentation as seen live at the iQmetrix Retail Summit in Scottsdale Arizona on October 15, 2012.

1. Maximizing Performance
Through Effective Hiring
Jonathan Bergman | Hire Well Now

2. The Good News:
The RIGHT
employees can
make you a lot
of MONEY!

3. The Bad News:
The WRONG
employees will
cost you a LOT
OF MONEY!

4. The Truth:
We aren’t real
good at picking
the BEST from the
REST!

5. Ineffective Hiring
•Produces High Turnover
•Causes Hiring Mistakes
•Lowers Retention
•Leads to poorly trained staff

6. Cost of Turnover
_______ How many?
X $7000.00 (Average cost of a
failed hire when including
wages paid, cost to recruit,
hire, train and Start Up)
= A. _________________

7. Cost of Bad Hires
_______ How many?
X $21000.00 (Dept. of Labor
says a dishonest employee can
cost 3 TIMES a typical hire via
absenteeism, theft, fraud and
poor performance)
= B. _________________

8. Cost of Low Retention
___________ Difference in sales/units
x$ Average commission/unit
X ________ Estimated number of
employees leaving within the first 4
months of employment
= C. $ __________
(Commission lost per year based on
retention issues caused by hiring reps
that do not FIT the position, team or
culture of the company.

9. Cost of Incompetence
_______ # of days stores are open/year?
X _______ # of doors you own
X $100.00 The amount of profit dollars lost per
day / per store due to poor performance of front
line associates and managers.
= D. $_________________

10. Where did the profit go?
A+B+C+D=
_______________

11. What’s the FIX?
Do a better
job hiring!
But HOW?

12. Hiring Process
• INVENTORY your
TALENT
• Create BENCHMARKS
• Make it EASY to apply
• PRE-SCREEN
Candidates
• Interview for FIT
• On-Board for
SUCCESS
• Train by TRAITS
• Manage by
STRENGTHS
• Engage to RETAIN

13. INVENTORY your talent
• How can you hire
effectively when you don’t
know what you have?
• Use a Strength / Character
Trait Assessment
• Review individual
performance and create
categories or TIERS of
Competency
• Determine team needs
before you hire

14. BENCHMARK by position
• Determine what
makes your best
people TIC based
on common traits
and performance.
• Let the
benchmarks put
your people in the
right seats of your
bus.
• Set benchmarks to
HIRE BETTER than
your BEST

15. Make it EASY to Apply
• Attract applicants
• On Line applications
systems and tracking
• Recruiting Services
• Actively Recruiting
• Social Media Recruiting

16. PRE-SCREEN applicants
• Make it hard to get hired!
• Phone Interview
• Use CHARACTER
assessments for a
Character interview
• Reference / Past
Employment Checks
• Background Checks
• Drug Screening
• Skill Assessments

17. The Truth
Applicants who show up to work LATE, LIE to your customers and
STEAL from you won’t help you
•51%* of information on resumes is EXAGGERATED
•The risk of not running background checks could be as much as a
MILLION DOLLARS* due to NEGLIGENT HIRING*
•38 – 50% of Worker’s Comp claims are related to substance abuse
•S.A.’s incur 300% more* medical costs, are 2.5 X more* likely
absent 8 or more times per year, are 1/3 less productive and have
140% higher* turnover rates
•High School Diploma’s do not guarantee basic skills competency
*Sources: CareerBuilder, SHRM, Dept. of Labor Statistics

18. Interview for FIT
• Use assessments
to determine
position, team and
culture FIT.
• Interview based on
position and team
needs.
• Audition / try out
for the job
• Applicant must
WIN the job.

19. On Board for SUCCESS
• Set expectations for
EXCELLENCE on day one
• Imprint SUCCESS on your
new hire
• Use Electronic Systems
to on board associates
correctly, legally and
thoroughly
• TRAINING &
DEVELOPMENT plan

20. Train & Coach by
TRAITS
Employee Training and coaching is
critical to customer satisfaction and
employee success.
•Reduces employee Turn Over by
32%*
•INCREASES profit margin by 24%*
•INCREASES productivity by 17-21%*
*Source: SHRM & American Society
of Training and Development

21. Engage to Retain
Employee engagement is critical
for increased employee
retention.
Engaged employees:
•Are 18%* more productive
•Generate 22%* more profits
•51% lower Turnover
*Source. Data from Gallup Q12
study of over 17 million
employees and their employers
over 30 years.

22. Manage by STRENGTHS
Strength based leadership
generates:
•20%* more yearly profits
•15%* more sales from
front line and recovery
teams
•24% fewer absences-
BECAUSE THEY LIKE THEIR
JOB!
* Source: Gallup Q12 Study

23. Profit-Maker Agenda:
“When the RIGHT people, do the RIGHT things,
amazing RESULTS follow!”
Jonathan Bergman
CEO | Hire Well Now
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24. GOOD HIRING shouldn’t be a lucky roll of the dice!
•Online Application Systems
•Online Character, Behavioral and Skill
Surveys
•Position Benchmarking
•Competitive Background Checks
•Simplified Drug Screening
•Online Human Resource
Management Systems
•Electronic I9 Forms
•HR Process Consulting
•Payroll Services

25. We deliver the keys to SUCCESS!
• SELLING VALUE in Wireless Front
Line Sales Training
• BEAT YOUR BEST™ Store
Manager Training
• DISTRICT MANAGER Training &
Development
• Leadership & Regional
Management Training
• Profit Summit – “Making money
in Wireless”