Tag Archive for 'Business Coaching'

Hiring: The Most Inefficient Business Process

Why does the hiring process used in most companies – both large and small – result in so many bad hires?  The answer is that hirers do not identify whether candidates have the natural talent to do the job and the passion to perform at a high level.  More likely, they wrongly fixate on experience in like jobs for which they are hiring.

What do the words talent and passion mean in the job hiring context?

Talent is a combination of brainpower, behavior and interest that fit the job in a specific company.  Do candidates possess the natural thinking skills, behavioral traits and interest areas that match the job?  You can test to learn about a candidate’s predisposition in these areas.  Unfortunately that information will only be partially helpful unless you have characterized your job opening along the same lines.  The best way to do that is to examine (and test) your best performers in that job.  Your best performers are models for what you are looking for and the key to finding the candidate that fits your job.

Passion is a well known word in hiring but little understood.  The best definition for passion in the workplace that I have found rests on two principles:

  1. A person enjoys the day to day tasks involved in the job
  2. A person feels at home in the culture of the organization

Both have to be present for a person to be emotionally fired up for work on a daily basis.

Unfortunately, I have seen too many cases where an employer is trying to fit an associate into a job that does not match their basic skill and interest areas.  The result is frustration on both sides.  The best solution is to better prepare for and execute your interviewing process via behavioral questioning (behavioral interviewing is a topic for another day) and sharpening your listening and observation.  You need to carefully look to unearth evidence that will inform whether person is not only qualified by experience and intellect but also, will like the required job activities and fit in the company environment.  All are critical to success in hiring.

Stop Talking and Listen

The other night I was at a Chamber of Commerce event.  I introduced myself to a younger man and woman whom I did not recognize.  The man said that he was a new employee of one of the member organizations involved in community relations and sales.  He then I asked what I did and I happily replied in 15 – 20 seconds.  I then stopped and asked him to describe to me in more detail what his job entailed.  What happened next should be a reminder to all of us networkers.  The man turned and looked at his female friend and said “My isn’t that refreshing!  I have been to several of these types of events and everyone is …” as he made a hammering gesture with his hands. We laughed and had a conversation that could end up in an opportunity for either one of us down the line.

The age old, but never quite learned lesson is that selling is more about questions and listening than talking.  Everyone says they get it … but they don’t.