Taking Your Hiring and Recruiting To The Next Level, Leveraging Behavioral
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Do these stories sound familiar?
You’ve spent months interviewing
candidates. Finally, you have found the right one. Everyone involved in
interviewing him thinks he is great. All the references check out, they
guy seems to be the ideal fit. You hire him. Months later things start
going wrong. The person so responsive in the interviews does not listen.
He is not a team player and is alienating everyone in the company. Things
are falling apart. You come to the painful realization this person just
doesn’t fit. You’ve hired the wrong person.
You have just promoted your best sales
person to sales manager. She has consistently led her peers in sales
performance. She had been creative and aggressive in growing the
business. You figure that as sales manager, she can instill the same
aggressiveness leading the sales teams. A few months later, you find
sales people resigning and leaving the company, sales are plummeting and
morale is down. You learn that your (former) best sales person is an
autocratic manager destroying the morale and coherence of the sales group.
You’ve been hurt twice, you not only hired the wrong sales manager but
you also “lost” your best salesperson.
Making the right hires is critical to all
firms. Hiring the wrong people, in particular, can destroy start-ups.
Established companies can lose tremendous amounts in lost opportunity,
unhappy customers and recruiting and training costs. In almost every case,
bad hires have a serious impact on the morale and productivity of others in
an organization. It simply doesn’t have to happen!!
How do you avoid bad hires
or promoting people into the wrong positions? First, you must establish a
precise profile for the “ideal candidate.” This profile provides a detailed
picture against which you can compare all candidates. Then you conduct
rigorous interviews and reference checks to assure the candidate you are
recruiting fits the profile you require and will bring the capabilities you
need to the job and company.[i]
However, even this is becoming insufficient
in assuring the right people are hired. We are finding it important to
complement the best practices Smart outlines with behavioral assessments.
These assessments can make sure the individual is “wired” with the necessary
behavioral characteristics to succeed in the job.
Behavioral assessments provide strong
predictive capability regarding how an individual is likely to react in
various business (stressful/unstressful) situations. Knowing how a person
is likely to react to given situations can help you avoid situations like
those highlighted at the beginning of this article. Effectively used, these
assessments can be powerful allies in helping you avoid filling a position
with the “wrong” person.
These assessments are also useful in
improving the effectiveness of your existing organization. People react to
each other in reasonably predictable ways. Knowing the behavioral styles of
yourself and others allows you to improve relationships, decrease tension
and stress and enhance communication. It can be invaluable information to
improve performance across the organization..
Properly understood and applied, behavioral
assessments are powerful tools in helping people understand their behavioral
styles and those of others. These assessments are tools that can be used in
improving hiring decisions as well enhancing work relationships.
The behavioral assessments that Partners In
EXCELLENCE uses have been validated with 1000’s of people. We offer a
variety of instruments that can be used to strengthen recruiting and hiring
practices, build more effective and productive relationships, enhance
teamwork and provide managers and executives with critical self-awareness to
become better leaders. Specialized versions test the aptitudes, attitudes
and potential for sales and sales management. These assessments, coupled
with coaching on their application can help drive the success of every
organization. For more information on these assessments and to get started,
contact Partners In EXCELLENCE, or follow this
© 2003, Partners
In EXCELLENCE, All rights reserved. Partners In EXCELLENCE focuses on
developing and implementing high performance sales, marketing, and customer
service strategies. We help our clients OutSell and OutPerform
their competition. For more information about our services please contact
us at Partners In EXCELLENCE, 22715 Barlovento, Mission Viejo, CA 92692,
PH: 949-305-7146, email: firstname.lastname@example.org.
To learn more about topgrading your recruiting and interviewing
practices, we recommend you read Topgrading by Bradford Smart.