Talent Management - The Topgrading Interview Process
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1 Talent Management: The Topgrading Interview Process Are you ready to be world class? Website Email Phone www.salesbenchmarkinde x.com info@salesbenchmarkind ex.com 1-888-556-7338
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21-Oct-2014 -
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Business
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description
Successful onboarding of sales people has a material impact on both revenues and cost. See how world class organization build effective score cards to help reduce mis-hires and discover more A players. A presentation by Sales Benchmark Index.
Transcript of Talent Management - The Topgrading Interview Process
Talent Management: The Topgrading Interview Process
Are you ready to be world class?
Website Email Phone
www.salesbenchmarkindex.com [email protected] 1-888-556-7338
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8 Step Process
• Starts well before the Interview• HR owns up to the phone screen
1 2 3 4
6 7 8
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Separate the Wheat from the Chaff
Career History Forms• Common evaluation framework• Covers candidate’s ‘whole’ life and
background• Provides source data for future
interviews• Ensures candidates from recruiters are
assessed on a level playing field
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Career History Form Explained
Sections1. Job Experience (extensive)2. Military Experience (brief)3. Education (moderate)4. Activities (brief)5. Career Needs (brief)
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Using the Career History Form• Earnings not sufficient
• Cannot account for boss’ rating
• Unable to travel to the needs of the position
• History of being asked to leave
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Phone Screens
Purpose• Only the most qualified candidates get
to the hiring manager• Candidate recognize a difference in due
diligence
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Work Life & History InterviewThree Views of a Candidate:• Past – School and Work History• Present – Self Appraisal• Future – Goals
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A Unique Interviewing Approach
• Only include finalist candidates• Start with the (remote) Tandem approach• Use the detailed Interview Guide with
instructions on what to do:• Prior to the interview• During the interview• After the interview
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Find the Patterns
• Compare results of this interview to:• Career History Form (Work History section)• Phone Screen (Work History) • Reference Interview (Supervisor section)• Reference Interview (Strengths/Weaknesses section)
• Identify inconsistencies and reluctances
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Round Robin Competency Interviews
• Same Competencies Areas as in Scorecard• Selling Skills• Sales Knowledge• Intellectual• Personal• Interpersonal• Motivational
• Total interview time = 40-60 minutes per competency areas• Assign competency areas to colleagues
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Work Tryouts
• Put them through a trial scenario such as:• Provide materials and assign a deal strategy task• Ask them to present you value proposition• For managers, show them the numbers and ask them to
develop a 30-60-90 day plan• Provide a current, real scenario and ask how they would
address it
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Make an Informed Decision
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Learn More
Contact us to hear the rest of the story...
Email - [email protected]
Phone - 1-888-556-7338
Web: http://www.salesbenchmarkindex.com/
