Selection Test Content:
In order to choose the most qualified applicant for a health insurance sales agent position, we have decided to have four types of selection tests. These four tests should ‘grade’ our candidates on the skills and abilities needed to succeed in the sales agent role. Some of the most important KSA’s required for this position include the ability to communicate effectively with clients, negotiating care plans and coverage and knowledge of management principles, leadership capability, and organization of people and resources. The selection tests will be focused on meeting the criteria of these KSA’s and others that correlate to the job. The chosen applicant must be able to meet the needs of their clients, manage their team and use the administrative processes to store client information.
Describing Selection Tests:
The following processes will assist us in choosing the right candidate for the position:
1. Application & Resume: This will help determine if an applicant meets the minimum requirements to be an insurance sales agent. It will also give us an opportunity to learn about the applicant’s prior work experience and to contact their references in order to validate their experience and character. A resume will give an overview of their education and work background and also highlight some of their skills and abilities.
2. Interview: The interview portion of the selection process will be conducted by the candidate’s potential supervisor and two other members of the management team. The interview will be comprised of 8-10 questions depending on the answers provided. The questions will relate to previous experience, situational behavior and leadership characteristics pertaining to the position.
3. Personality/ Strengths Test: The candidates that move forward after the interview process will then take a personality test. This personality test will be used to determine if the applicants are a good fit to be representing the company in a customer service based position. Insurance sales agents spend the majority of their time communicating with clients and a personality and strengths test will help evaluate their potential.
4. Work Sample Simulation: In order to more accurately evaluate a candidate's abilities, those who excel in the personality and strengths test will perform a work sample simulation. This simulation will include sample phone calls from clients and they must handle them accordingly. This simulates what a day could be like as an agent and also determines how the applicant will manage their daily tasks.
Health Insurance Sales Agent Application 2017
Personal Information
Last Name: First Name: Middle Initial:
Address:
City: State: Zip Code:
Email Address: Phone Number:
Education
College/ University Attended:
Dates of Attendance: to
Major(s): Degree Obtained: Y / N
Experience
Job 1:
Position Title:
Employer Name:
Dates Employed: to
Location (City & State):
Manager Name:
Phone Number:
Can they be Contacted: Y / N
Job 2:
Position Title:
Employer Name:
Dates Employed: to
Location (City & State):
Manager Name:
Phone Number:
Can they be Contacted: Y / N
References:
Name: Job Title:
Relationship: Phone Number:
Name: Job Title:
Relationship: Phone Number:
Name: Job Title:
Relationship: Phone Number:
Interview Questions:
This structured interview will be conducted by a panel of organization members. Some of the interview questions contain behavioral description questions that relate specifically to the sales agent position.
1. What qualities do you think are most important in a sales agent and why?
2. Explain a time you had a difficult client and explain how you solved their problems.
3. Have you ever been formally trained in administrative programs and how comfortable are you using them?
4. What is one example of a time you proved your leadership abilities in a previous position and how you can implement that here?
5. How would you deal with a customer who is unsatisfied with their current insurance plan?
6. Give me a specific example of a time when a person in your life criticized your work in front of others. How did you respond? How has that event shaped the way you communicate with others?
7. Describe two specific goals you set for yourself and how successful you were in meeting them. What factors led to your success in meeting your goals?
8. Describe an instance when you had to think on your feet to get yourself out of a difficult situation.
9. By providing examples, convince me that you can adapt to a wide variety of people, situations, and environments.
10. Give me a specific example of a time when you sold your supervisor or professor on an idea or concept. What techniques did you use to persuade them? What was the result?
Personality/ Strengths Test:
The insurance sales agent is primarily focused with customer service and selling abilities. It takes a specific person to succeed in this field and in order to validate that our applicants are able to do that, we will assess their strengths. The results of this test will also allow us to determine how well a candidate may fit into our company and its culture. This specific test is also said to be the most reliable test for determining personality. The test is also longer than most tests in order to get an incredibly accurate depiction of character.
1. Go to https://www.123test.com /personality-test/
2. Answer the questions based on the rating scale that best corresponds to you.
Some Sample Questions Include:
Work Sample Simulation:
Once we have narrowed down the application pool to just a few candidates, they will undergo a simulation for the final test. This simulation includes 10 sample phone calls that an agent may experience on the job. As they progress from one call to the next, they will get increasingly more difficult. For example, the first customer may just request a copy of their current policy, but the second to last customer may be incredible dissatisfied with their policy and want to cancel their plan all together. An outside company will run the simulation, but each of the applicants will receive a detailed report with their scores.