Improving
Management
Effectiveness
HR Chally
Employee
selection tool
In a recent survey of over 500 top private
and publicly held companies, the
following were confirmed as the biggest
talent management challenges:
Acquiring key talent
 Retaining key talent
 Increasing workforce productivity
 Succession planning
 Building leadership capability
 Driving behavioral change in the
organization
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Haworth has selected HR Chally and their
representative Advantage Performance Group
to assist in our sales and leadership selection
process.
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The Chally assessment tools used by Haworth
have been customized for our dealer network
and are now being offered to assist you in the
selection of key dealer roles.
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Preferred Dealers who choose to use Chally’s
assessment process will receive four
assessments annually under Haworth’s dealer
program.
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Overview of Chally and the assessment
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Effectively using the assessment for
selection
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Understanding the Dealer Profiles
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Review Sample Reports
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Understanding the Results
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Founded in 1973 through a grant from the U.S. Justice
Department
In-depth assessment and performance data on over
300,000 effective performers
In excess of 200 studies conducted to create a database
of 156 validated work performance skills
A predictive solution for management, sales, technical,
customer care, and administrative positions
Today Chally serves clients from small to large to global
with client results representing…
 Up to 30% reduction in turnover
 Up to 35% increase in employee productivity
 85%+ accuracy in identifying effective performers
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Assessment items were written to avoid facevalidity in order to minimize one’s ability to
contrive or manipulate results
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Accuracy of the measures was insured by the
rigor of the statistical process to develop them
rather than item content
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Research has shown that results remain
consistent over time if assessment-taking
approach or mindset is held constant
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288 question assessment in each profile role
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Available in 13 languages, questions modified for cultural
differences
Does not have to be taken in a controlled environment
Takes 45-60 minutes to complete (not timed)
True/False and multiple choice questions
4 sections
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Self-Descriptive Index
Motivational Analysis Profile
Sales Orientation
Mental Abilities Test (additional 36 questions only included
when assessing against a management level profile)
An Effective Selection System Should Include…
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A select group of skills that statistically
differentiates top and bottom performers for a
specific position
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The Chally assessment compares an individual
against one of Chally’s validated profiles (or a
customized profile created for a client) and
measures whether the individual is predicted to
be successful in a specific role based on their
scores on job skills that research has shown are
critical for success in that role

It’s not about finding “superstars,” it’s about
NOT hiring “mismatches”
How does Chally know that the skills within a
profile are predictive?
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Follow-up research on major Chally assessment
users finds that:
 85-90% of candidates “Recommended”
perform well
 75-80% of candidates “Not Recommended” do
not succeed on the job
Available Profiles
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Dealer Principal
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Sales Management
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New Business Developer
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Account Manager
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Controller
Dealer Principal-Assessment Skills
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Project Approach
Profit Conscious in a Management Role
Takes Initiative in a Business Unit
Develops Technical Competence
Takes Responsibility For Results as an Entrepreneurial
Manager
Ability to Learn the Business
Directs and Controls Others in a Business Unit
Practical Intelligence
Analytical Ability
Sales Management-Assessment Skills
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Teaching in a Structured Setting
Makes Joint Calls
Directs and Controls Others in a Business Unit
Profit Conscious in a Management Role
Takes Initiative in a Business Unit
Makes Formal Presentations
Focused on Quantitative Results
Practical Intelligence
Analytical Ability
Individual Skills Scoring Measures
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Individual Competency (Skill) Scores
 50% or higher = Strength
 40-49% = Coachable or Developmental
 Below 40% = Not natural, requires a “work
around”
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Capacity versus Capability
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Capacity = the potential as measured by the
predictive skill score
Recommendation Overview
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Bottom-Line Recommendation
 Recommended
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Average of skills is above 50%
 Recommended
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Average of skills is 50% to 65% with one or more
scores under 30%
 Not
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with Concerns
Recommended
Average of skills is less than 50%
Sample Sales Manager
Assessment Report
Sample Manager
Assessment Report
Bottom-Line Recommendation
 Recommended
 Recommended if concerns
addressed can be resolved
 Not recommended
Describes the
candidate’s candor in
responding to questions
The Position Job Skills
Sample Manager
Assessment Report
Definition of skill and
graphic rating of level
of competence
Prediction of typical
on-the-job behaviors
and limitations
Practical coaching
tips for training and
development
Sample Manager
Assessment Report
Motivation or habit that
is very evident in the
candidate (+70% or
-30%) compared to other
successfully employed
individuals
Suggestions for a
manager to best
focus and motivate
the candidate
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Because the assessment is only one part of your selection
decision, it is not recommended that results be shared
with candidates
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Common mistakes:
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Manager mentions that the candidate “failed that test”
Candidate is told they weren’t recommended without providing
any context
Candidate given a copy of the report with no explanation of
results!
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Chally recommends that results be shared with new hires
as part of their on-boarding and development process
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The typical successful person has some very strong
features and, therefore, by necessity, will have some
equal and opposite weak features.
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The information gained can be used to highlight areas
where coaching and training can help the individual be
more successful.
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Dealers interested in using the Chally assessment
process should contact Jamie Reed. Email her at
[email protected] and provide the following
information:
 Your Name
 Your Title
 Email Address
 Company Name
 Company Address
 Telephone Number
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Upon receiving your user ID and password you will be
receive instructions on how to order assessments
online.
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For ordering assistance, contact Jamie Reed at 1-800254-5995.
Contact [email protected] for
Scoring Review
Sample Reports and Profiles available on
the Dealer Best Practice Website via
dNet.
dNet/Dealer Management & Marketing/Best Practices
Questions?
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Chally overview presentation - Haworth