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!