Scientific Hiring

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Scientific Hiring

  1. 1. Scientific Hiring Is it Possible? Study conducted for Clear Channel Los Angeles
  2. 2. Research and Reliability <ul><li>Harvard Business Review 1964 “What Makes a Good Salesman” </li></ul><ul><ul><li>Above average communication skills </li></ul></ul><ul><ul><li>Burning desire to win </li></ul></ul><ul><ul><li>Advanced Hiring 1989: Low Compliant – comfortable breaking rules </li></ul></ul>
  3. 3. “Precision Modeling” <ul><li>Profile your best performers. </li></ul><ul><ul><li>ValuesMatrix™ </li></ul></ul><ul><ul><li>StylesMatrix™ </li></ul></ul>
  4. 4. “Precision Modeling” <ul><li>Profile all applicants. </li></ul><ul><ul><li>Save time – focus on candidates who match ValuesMatrix™ and StylesMatrix™ of top performers. </li></ul></ul><ul><ul><li>Implement scientific hiring system </li></ul></ul>
  5. 5. ValuesMatrix™ Clear Channel LA May 2011 Very Strong Money and Power Values
  6. 6. Very Strong Money and Power Values NASRN Top Salespeople July 2009
  7. 7. Green - Go Practical Personality Style
  8. 9. 10 out of 60 blocks contain 86% of plot points NASRN members #1 salesperson in 18 sales teams July 2009
  9. 10. Green - Go Yellow - Think about it Red – Waste of your time
  10. 11. Implementing a Scientific Hiring <ul><li>What’s different from what you’re doing now? </li></ul>
  11. 12. Implementing a Scientific Hiring System <ul><li>Always be Recruiting </li></ul><ul><ul><li>Real top performers are a rare personality style </li></ul></ul><ul><ul><li>Future top performers may come from a non-sales background </li></ul></ul><ul><ul><li>Aim for 20 candidates minimum per hire </li></ul></ul>
  12. 13. Implementing a Scientific Hiring System 2. Profile all Applicants for ValuesMatrix™
  13. 14. Implementing a Scientific Hiring System 3. Applicants who pass ValuesMatrix™ move on to StylesMatrix™
  14. 15. Implementing a Scientific Hiring System 4. Interview 3 applicants for each hire.
  15. 16. Implementing a Scientific Hiring System <ul><li>5. Use AHS 4-Part Interview Script. </li></ul><ul><li>Never have an unstructured interview. </li></ul>
  16. 17. Implementing a Scientific Hiring System <ul><li>6. In the interview, look for concrete examples where they have demonstrated: </li></ul><ul><ul><ul><li>Ability to overcome adversity </li></ul></ul></ul><ul><ul><ul><li>Entrepreneurialism </li></ul></ul></ul><ul><ul><ul><li>Ability to control internal state </li></ul></ul></ul><ul><ul><ul><li>Follow through </li></ul></ul></ul>
  17. 18. Implementing a Scientific Hiring System 7. Score answers for each of the 3 applicants. Best score is your next top performer.
  18. 19. Scientific Hiring – Your Unfair Advantage Thank you! Alan Fendrich Advanced Hiring System © 2011

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