The Client
National Pen uses state-of-the-art technologies and quality control systems to create dynamic pens and promotional tools for today’s demanding marketing industries. Founded in 1966, National Pen is a major direct selling specialty company doing business primarily through the mail order channel of distribution. NPC has over a million active customers. The NPC niche is selling highly decorated pens and other products in low minimum quantities at very competitive prices.
The Solution
Wonderlic Interactive Skills Evaluations (WISE): provides online call center testing that simulates telephone calls and service software to assess on-the-job behavior. Each scenario requires the test taker to listen to callers, locate and record important information in a computer system and, where required, choose appropriate responses and actions. Both knowledge and behavior are measured in this compelling format.
WISE tests are easy to administer and scoring is automated. You receive test results via email within minutes of test completion. Best of all, candidates can be tested at their own convenience from any location with an Internet connection and speakers, making your pre-employment screening process more efficient and cost-effective.
National Pen Gives High Marks to Wonderlic’s WISE Test
Marilyn McKelvey is constantly faced with a hiring conundrum: finding candidates with great sales skills in a community where few people have any sales experience.
Because the facility is located far from any urban centers, finding good sales employees is always a challenge. “I want to hire people with sales experience, but you are not going to find a lot of people who fit that description in a rural area,” she says.
Instead, McKelvey thought that if she could test candidates to see if they have an aptitude for sales, then she could identify the people most likely to do well in the position—even if they had no sales experience.
She turned to Wonderlic for help. They suggested she implement the new Wonderlic Interactive Skills Evaluation (WISE) Call Center Test. The test is an online series of sales scenarios that simulate telephone calls and service software. Each scenario requires the test taker to listen to callers; locate and record important information in a computer system; and choose appropriate responses and actions.
“The WISE test was a godsend,” McKelvey says of the test, which gives her hard evidence about candidates’ ability and attitude toward selling. “It allowed us to identify people without sales experience that have the skills to become salespeople.”
McKelvey now asks every prospective sales candidate to take the WISE test online prior to coming in for an interview. Their scores give McKelvey insight into whether they can collect client information, make appropriate sales suggestions, identify ways to increase business, and close deals.
And, because the test is online, she uses it as a prescreening tool. “If they don’t meet our benchmark, they don’t come in for the interview,” she says. “That way we don’t waste a lot of time interviewing candidates who won’t work out. It saves our time and theirs.”
When candidates do meet her expectations on the WISE test, McKelvey invites them in, and during the interview shares their scores with them, going over where they did well and where they might need improvement. She also uses the test scores to customize her training program. “If a candidate meets our overall expectations but they are weak in one area, our trainers can focus on that.”
Since using the test, she’s been able to fill vacancies more quickly, and is more confident than ever that she’s making better hiring decisions. She’s so happy with the tool, she’s taken it on the road to the company’s other facilities to demonstrate for their hiring managers how it works. “Everyone should use this test,” she says. “It’s helping us identify people who can be successful.”
