Intelligent Interviewing…
A blueprint for hiring the right people
Mark SchneiderThe AXIA Group
203-329-2274www.theaxiagroupconsulting.com
The Employment Management Association determined that the average time it took to fill an open position was 76 days at $89,148 average cost to an organization.
The U.S. Department of Labor indicates that the cost of turnover is 30% of an employees salary!
The Impact of Personnel Turnover!
INTERVIEW PREPARATION
•VALUES
•VISION
•POSITION CRITERIA
THE PROCESS
Interview Preparation
Position Criteria
Values Vision
“Know where we are going”
VALUESPROFESSIONAL SUCCESS LEADERSHIP LOYALTY TO PEOPLE/IDEALS
SELL AGRESSIVELY** CONSTANT IMPROVEMENT CUSTOMER FOCUSED
SENSE OF FAIR PLAY INTEGRITY/HONESTY REACHING GOALS**
QUALITY INDIVIDUALITY URGENCY – DO IT NOW**
ACCEPT RESPONSIBILITY CONTINUOUS GROWTH EFFICIENT – WORK SMART
TECHNICAL COMPETENCE CREDIBILITY/CONSULTATION
RESULTS AT ALL COSTS**
RELATIONSHIP BUILDERS RECOGNITION PREDICTABILITY
BALANCE & PERSPECTIVE COURAGE RISK TAKER
CAREER GROWTH FAMILY CREATIVITY
COMMITMENT TO JOB WILLINGNESS TO LEARN EFFECTIVENESS - PRECISE
ACHIEVEMENT OF GOALS OPEN – FULL DESCLOSURE PASSION FOR EXCELLENCE
HAVE FUN & LAUGH WINNING TEAM PLAYER
“2000 stores by the year 2000.”Howard Schultz, of Starbucks Coffee Company
“I believe that this nation should commit itself to achieving the goal before this decade is out, of landing a man on the moon and returning him safely to the earth.”President Kennedy, May 25th, 1961
Interview Preparation
POSITION CRITERIA
Interview PreparationREQUIRED DESIRED
Capital Equipment Sales Sold for large company
Knows the Operating Room Worked with distributors
Success selling @ C-Level Knows endoscopy
Computer & A/V Experience Compliments others on team
Construction Experience Worked with Distributors
Success bundling large deals Sold office products
C-Level experience Five years experience
College Degree
No Relocation
Documented success
Familiar with the territory
Sold to Doctors
PREPARATION…
THE PROCESS
SCREENING…Resume Review*
Phone Screen
* Poor performers do NOT have poor resume’s* Poor performers do NOT have poor resume’s
PREPARATION
THE PROCESS
INTERVIEWING
SCREENING
Why are you here? (Reason for wanting to interview)
Where have you been? (Career history)
What have you done?
(Career accomplishments)
How did you do it? (What are your skill sets and capabilities?)
Who are you? (Values)
Where are you going? (Vision of your future)
INTERVIEWING: The Information Cycle
“PERSON” ASSESSMENT
“HISTORY” ASSESSMENT
Why are you here? (Reason for wanting to interview)
Where have you been? (Career history)
What have you done?
(Career accomplishments)
How did you do it? (What are your skill sets and capabilities?)
Who are you? (Values)
Where are you going? (Vision of your future)
The Information Cycle
“PERSON” ASSESSMENT
HISTORY ASSESSMENT
“The most important thing in communication is
hearing what isn't said. “
Peter Drucker
The “Funnel” Questioning Model
DEFINES THE REALITY
GENERAL INFORMATIONGENERAL INFORMATION
INTERVIEWER CANDIDATE 1st QUESTION – GENERATES RESPONSE
2ND QUESTION – CLARIFIES RESPONSE
3RD QUESTION – CLARIFIES FURTHER
4TH QUESTION – CLARIFIES FURTHER
5TH QUESTION - CLARIFIES EVEN MORE!
SPECIFIC FACTS – GETS US TO THE EVIDENCE SPECIFIC FACTS – GETS US TO THE EVIDENCE THAT CAN BE VERIFIED!THAT CAN BE VERIFIED!
GIVES US A PERCEPTION
EXERCISE: INTERVIEWING
The Information Cycle
RECALL ONE GREAT CAREER ACCOMPLISHMENT?
WRITE ON 3 X 5 CARD
INTERVIEWING EXERCISE:USE FUNNELING TECHNIQUE TO LEARN WHAT VALUES , SKILLS AND CAPABILTIES YOUR PARTNER POSSESSES.
PREPARATION…
THE PROCESS
INTERVIEWING…
SCREENING…
HIRING…
PREPARATION…
THE PROCESS
INTERVIEWING…
SCREENING…Resume Review*
Phone Screen
HIRING…
* Poor performers do NOT have poor resume’s* Poor performers do NOT have poor resume’s
Intelligent Interviewing
Oh, no, my dear. I - I'm a very good man. I'm just a
very bad WizardThe Wizard in “The Wizard of OZ”
Thank You!