How to Hire, Recruit and Retain Great People Kerry Johnson, MBA, Ph.D. Kerry Johnson, MBA, Ph.D. Massey Services
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5 Secrets To Hiring Great People n How are your interview skills?
5 Secrets To Hiring Great People n How are your interview skills? - 73% of resumes have lies
5 Secrets To Hiring Great People n How are your interview skills? - 73% of resumes have lies - Candidates have more experience than you - Select for energy and past performance - Select for energy and past performance
5 Secrets To Hiring Great People How well do you interview? - 73% of resumes have lies - Candidates have more experience than you - Select for energy and past performance - Ask the same questions to every candidate
10 Interview Questions You Need To Ask n Why did you leave? (5) n How did you decide to select your last job? (5) n Let’s assume question (10) n What was your biggest success (10) n What was your biggest failure (10) n Ever cold called before? (20) n What are your goals? What is your plan to hit them?(5) n Who was your longest client? Why did they stay with you? (5) n Why do you want this job? (5) n Sell me this pen/pencil (35) Total Possible Points =110 Bad answers get 0. Great answers get total credit.
5 Secrets To Hiring Great People n How are your interview skills? n How important are “good looks”
5 Secrets To Hiring Great People How important are good looks? - Who copes better with rejection? - Energy and enthusiasm? - Harvard Research says “Versatility” - Contact: The first 4 minutes
5 Secrets To Hiring Great People n How are your interview skills? n How important are good “looks” n When do you hire?
5 Secrets To Hiring Great People When do you hire? - Go on at least 2 appointments
5 Secrets To Hiring Great People When do you hire? - Go on at least 2 appointments - Call at least 2 supervisors, don’t call HR people
5 Secrets To Hiring Great People When do you hire? - Go on at least 2 appointments - Call at least 2 supervisors, don’t call HR people - I can’t talk about them?
5 Secrets To Hiring Great People When do you hire? - Go on at least 2 appointments - Call at least 2 supervisors, don’t call HR people - Can’t talk about them? - Would you hire them again?
Can People Change?
n How did you pick your last job?
Can People Change? n What did you like best about your last job? n Let’s assume!
5 Secrets To Hiring Great People n How are your interview skills? n How important are “good “looks” n When do you hire? n Replace poor performers?
5 Secrets To Hiring Great People Replace poor performers? -Why did they fail?
5 Secrets To Hiring Great People Replace poor performers? -Why did they fail? -Xerox research
5 Secrets To Hiring Great People Replace poor performers? -Why did they fail? -Xerox research -Cows and Rhinos
5 Secrets To Hiring Great People n How are your interview skills? n How important are “good “looks” n When do you hire? n Replace poor performers? n Hiring experience is a sure bet?
Where Do You Go For Great People? Hiring experience is a sure bet? - Do test on existing staff
Where Do You Go For Great People? Hiring experience is a sure bet? - Do test on existing staff - Is there a pattern of problems
Where Do You Go For Great People? Hiring experience is a sure bet? - Do test on existing staff - Is there a pattern of problems - Hire from the outside
Where Do You Go For Great People? Hiring experience is a sure bet? - Do test on existing staff - Is there a pattern of problems - Hire from the outside - Hire for energy and Performance- train for skills
Where Do You Go For Great People?
n Newspaper ads
Where Do You Go For Great People? n Newspaper ads n Temp agencies
Where Do You Go For Great People? n Newspaper ads n Temp agencies n Schools
Where Do You Go For Great People? n Newspaper ads n Temp agencies n Schools n Promote from within
Where Do You Go For Great People? n Newspaper ads n Temp agencies n Schools n Promote from within n Center of Influence
Where Do You Go For Great People? How To Work With “Centers” n Ask “who do you know” not “do you know anyone” n How many do you ask for? n Find out about personal life n Ask for phone numbers
Where Do You Go For Great People? How To Work With “Centers” n Ask “who do you know” not “do you know anyone” n How many do you ask for? n Find out about personal life n Ask for phone numbers n Always be recruiting
Where Do You Go For Great People? n Newspaper ads n Temp agencies n Schools n Promote from within n Center of Influence n Steal people
Where Do You Go For Great People? Steal people? - You may be inheriting someone else’s problems
Where Do You Go For Great People? Steal people? - You may be inheriting someone else’s problems - You may overpay, there are no guarantees
5 Reasons Why Great People Leave
n How important (1-5 scale) is money in retaining great people?
5 Reasons Why Great People Leave It’s not fun around here - Baby Busters > Boomers 1946 – Traditionalists < 1946
5 Reasons Why Great People Leave n It’s not fun around here n I don’t get recognition
5 Reasons Why Great People Leave I don’t get recognition 3 Step Praise Praise them in front of others Be specific in what you praise Praise them globally
5 Reasons Why Great People Leave I don’t get recognition 3 Step Reprimand Reprimand them alone Be specific Praise them globally
5 Reasons Why Great People Leave n It’s not fun around here n I don’t get recognition n I don’t get support
5 Reasons Why Great People Leave n It’s not fun around here n I don’t get recognition n I don’t get support n I don’t get training
5 Reasons Why Great People Leave n It’s not fun around here n I don’t get recognition n I don’t get support n I don’t get training n My pay is too low
5 Reasons Why Great People Leave Trust First – Money last