Talent Management: The Topgrading Interview Process

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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

3

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

4

Career History Form Explained

Sections1. Job Experience (extensive)2. Military Experience (brief)3. Education (moderate)4. Activities (brief)5. Career Needs (brief)

5

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

6

Phone Screens

Purpose• Only the most qualified candidates get

to the hiring manager• Candidate recognize a difference in due

diligence

7

Work Life & History InterviewThree Views of a Candidate:• Past – School and Work History• Present – Self Appraisal• Future – Goals

8

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

9

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

11

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

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Email - info@salesbenchmarkindex.com

Phone - 1-888-556-7338

Web: http://www.salesbenchmarkindex.com/