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Building bench strength
The Client
Xerox is a global business products and services organization with approximately 90,000 employees worldwide.
The Challenge
Xerox was implementing a large number of internal promotions in their sales organization, which left a deficiency in their sales
territories until the positions could be backfilled. To attain their current sales goals, they foresaw the importance of developing
bench strength across the country. Xerox decided to create a bench sales team, which would consist of fully trained individuals,
ready to perform as soon as positions became available. Their current process of screening and interviewing potential candidates
needed to be simplified. They would need to implement some fundamental interview process changes in order to streamline the
length of time from first interview to hire. Their goal was to fill 100 percent of their open sales and bench positions within a 90-day period.
Rumors of their financial woes early in the process intensified the need for a strategic recruiting partner who could continue to deliver
top talent for these positions.
The Solution
After many joint meetings to review the current situation, PrincetonOne recommended several major changes to Xerox's internal
processes in order to shorten the cycle time. Xerox implemented these changes immediately. PrincetonOne also worked to thoroughly
understand the ideal hiring profile, in order to reduce the number of candidates interviewed per hire. Xerox was very pleased with the
outcome of these efforts: PrincetonOne completed 19 hires in 90 days, and reduced the ratio of interviews to hire from 5:1 to
2:1.
"Any time candidates come from PrincetonOne, there's no need for prescreening - we know the caliber and quality of those
candidates are very good. We also know that they are well coached and will probably get an offer."
Bea Micalizio, Human Resources and Quality Manager, Xerox
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