A major finance aggregator has launched a profiling tool to assist with broker recruitment and training.
Connective’s new behavioural assessment tool, ProfileMe, was “purpose-built” in collaboration with a specialist profiling organisation to assist member brokers with recruiting new staff as well as with training existing ones.
The launch of the tool comes after “extensive” research was conducted in 2017 by the aggregator to identify the common attributes of successful brokers.
Using ProfileMe, Connective said that brokers would get a better idea of the candidate’s or employee’s sales, technical and personal abilities.
“While brokers don’t need to possess all three traits, they would ideally be strong in at least two areas while being aware of where their limitations lie,” the aggregator said.
Connective general manager of sales and marketing Gingkai Tan said that the profiling tool was originally developed so that the aggregator would have additional insights when assessing member applications, but realised that ProfileMe can also be used to help better understand the strengths and weaknesses of member brokers so that they can be provided with “targeted support”.
“Helping our brokers to identify and remain focused on areas of weakness helps to eliminate potential blind spots and ultimately strengthen both their capabilities and their business,” Mr Tan said.
“For example, we can build automated workflows into Mercury for brokers where their profile indicates they are excellent at communicating and engaging with their customers but may not be as adept at structure and process.”
The aggregator said that it has used ProfileMe itself for not only recruiting member brokers but also internal staff.
It has also completed a pilot program with brokers who were “overwhelmingly positive”, with most participants having integrated the ProfileMe into their recruitment and staff development programs, according to Mr Tan.
“ProfileMe is very precise in evaluating whether potential recruits have the right skills and competencies, and how they will fit within and contribute to the culture of an organisation,” the general manager of sales and marketing said.
“At a time when brokers are facing more challenges than ever, getting every recruitment decision right is crucial.”
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