February 27, 2017
22 Characteristics of Great Salespersons

This is an Article

What are the characteristics of great salespersons? Here are 22 well researched competencies that will help you avoid your next sales hiring disaster.

Whilst it would be difficult to ‘measure’ all of these 22 sales competencies during your hiring process, I feel a core of 8 or 10 would serve you well.

There are also some great interview questions to accompany each of the 22.

Our SalesMax assessment measures many of these competencies

This is an Continue reading

Continue reading...

March 9, 2016
The Truth Bias – How it Helps You Make Bad Hiring Decisions

This is a Podcast

Welcome to Episode 10 of The Tips For Hiring Show (7 minutes). Hosted by Rob McKay MA(Hons) Organisational Psychology

I am reading an interesting book by Pamela Meyer, “Liespotting, Proven Techniques to Detect Deception”. The key concept of this book is the psychological construct, the Truth Bias.

A light went on whilst reading this book. This book really helped me to understand why so many hiring managers end up selecting the wrong applicants for the job. Continue reading

Continue reading...

November 21, 2015
10 Reasons the Job Interview is a Poor Predictor Of Job Success

This is a Podcast

Welcome to Episode 5 (10 minutes) of the Tips For Hiring Show with Rob McKay MA(Hons) Organisational Psychology

Every day I see managers basing their decision to employ on what the candidate looks like Manners and Expressiveness, plus, what they can do Knowledge, Skills, Experience, and Education. This is observable behaviour. What comes back to bite managers down the track is the employee’s innate behaviours – the reason job interviews are not good predictors Continue reading

Continue reading...

November 6, 2015
Why the Traditional Hiring Interview is a Poor Predictor of Future Job Performance

This is a Podcast

Welcome to episode 4 (8 minutes) of the Tips For Hiring Show – Why the hiring Interview is a Poor Predictor of Future Job Performance

In this episode we start the actual hiring process by casting our net – where to find applicants.
From my experience, I see two main types of interview. The first one is the “meet and greet”. Here, the hiring manager arranges to meet the prospective candidate for a general chit-chat. The Continue reading

Continue reading...

May 10, 2015
The Truth Bias – Its Impact on Recruitment

This week I am reading an interesting book by Pamela Meyer, “Liespotting, Proven Techniques to Detect Deception”. The key concept of this book is the psychological construct, the Truth Bias. So, what is the Truth Bias?

Psychologists define this bias as, unless we’re given a reason to believe otherwise, human beings (Kiwis in particular) are generally hardwired to assume that what we are told is the truth and what we see is real. People tend to want to believe what Continue reading

Continue reading...

March 31, 2015
How to Assess Candidates Faster, Easier and Cut Costs – Discover On Demand Video Interviewing.

In the recent past, many companies looking to recruit were forced to use conventional methods of written applications and face to face interviews. If they were pursuing candidates from other geographical areas they would need to use telephone interviews, or time consuming Skype interviews. This is a highly inefficient use of time encouraging Hiring Managers to rush through the process. In many cases this would lead to hiring a “horror story” and costly exit strategies. Internet technology has introduced a Continue reading

Continue reading...

March 5, 2015
Three Common Traps to Avoid When Hiring

I have spent the last 20 years studying what science tells us is the best way to hire (or the things we should not do). This has been supported with practical ‘real life’ experience working with hundreds of clients. I have witnessed three common traps that surface time and time again. Here they are:
1. Managers tend to hire their own image.
2. Decision to hire is based on how well a candidate ‘performs’ at interview.
3. Hiring Managers Place Continue reading

Continue reading...

February 10, 2015

A recent study by the University of Toledo demonstrated that a group of interviewers had, for the most part, made up their mind within 15 seconds of meeting the candidate – that’s as long as it takes for the parties to sit down!

Hiring and retaining talent is always promoted by business leaders as the key to business success; but most managers are less “scientific” about hiring their “greatest resource” than when buying a piece of office equipment – they Continue reading

Continue reading...

January 25, 2015
The Four Key Dimension to Measure When Hiring – Understanding the Can Do, Will Do, Able to Do & Done That

About to hire a new employee? How will you assess their suitability for the job? After over 15 years of personal observations most hiring managers go into the hiring process without any framework of assessment. For those of you who are guilty of hiring by the ‘seat of your pants’, let me give you a few helpful pointers to get you more structured.

Before starting the hiring process you need to evaluate the competencies required for the job. A competency Continue reading

Continue reading...

August 6, 2014
The Cafe, a Coffee and a Job Interview – A Dangerous Brew

I work in a delightful complex. We have a small, efficient cafe in the middle of our office park run by a lady who has memorised the Christian name of every customer. I can’t tell you how powerful this is. I don’t care if the coffee is a bit ‘burnt’, or the sushi a bit dry.

Nothing is more uplifting than the warm personal greeting she gives me when I drop by.

I make a point of not eating at Continue reading

Continue reading...