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  Identify Employee Skill Gaps Through Needs Assessment
by Randall Olson - Mar, 2008
As a small business owner, it's important to take proactive steps toward making sure that your employees are ready and able to handle the technological and environmental changes that are likely to impact your business. It's important to remember that employee training doesn't stop with your new hire orientation procedures. Organizational training needs are ongoing, particularly in the rapidly changing 21st century workforce....
 
  Bigger Does Not Always Mean Better
by Dr. Wendell Williams - Oct, 2007
Dissecting the hiring practices of a well-known company The Wall Street Journal recently posted an audio weblog describing the hiring practices used by a well-known Internet service provider. Apparently, some people believe this provider is setting some kind of hiring example. However, after listening to the recording, I think it is a better example of a hiring process that sounds good on the surface, but contains some...
 
  Reducing Sales Turnover
by Dr. Wendell Williams - Oct, 2007
Solutions to two common problems Much of my career has been spent managing, training, and hiring salespeople. In almost every organization, it seems that well-meaning sales managers hinder the hiring process, salespeople actively resist training, and high turnover is the norm. Nowhere have I seen this trend more exaggerated than in financial services. The sales turnover numbers in this industry stagger the imagination....
 
  Nuts!
by Dr. Wendell Williams - Oct, 2007
What the organizations with the best customer service reps have in common Being a selection wonk, I continually look for disconnects between company policy and employment practices. Glaring examples tend to occur when I have a problem and need assistance from an employee who was supposed to be hired for his or her customer-service skills. A Promise Made Late last year, I received a Christmas package from my son and h...
 
  Sales Interviews or Tests: More Than Meets the Eye
by Dr. Wendell Williams - Oct, 2007
Many organizations incorrectly assess salespeople Almost every sales applicant experiences interviews and tests. Is this good or bad? It's hard to tell. Although it would take dynamite to separate most hiring managers from their favorite test, few organizations have conducted studies showing whether its scores predict performance. High production takes more than just "selling the pencil." It takes a combination of skills...
 
  Whether or Not You Realize it, You're Using Assessments
by Dr. Wendell Williams - Oct, 2007
A rose by any other name is still a rose Assessment! What a concept! Imagine a world where job applicants are screened for their job skills…before being hired! Wow! Assessment = Judgment = Test = Interview = Application = Resume It's so simple, it's complicated. Folks, anyone who screens resumes or applications, conducts interviews, or reviews past work history to predict future job performance is already using as...
 
  Copy the Marines? Halos and Horns
by Dr. Wendell Williams - Oct, 2007
Don't let a sweeping conclusion cloud your judgment A large number of readers recently rushed in to confirm that military hires were "slam-dunk" employees. Almost every story was backed with a personal anecdote and criticism was branded downright unpatriotic. I spent a few years in the military and have the highest respect for those who put their lives on the line. I encourage every employer, if given a choice between tw...
 
  Using Bio-Data for Selection
by Dr. Wendell Williams - Oct, 2007
Looking for love in all the wrong places Some of you might have heard or read about Google and its bio-data applicant screening process. As cited in a recent New York Times article, its basic approach is supposed to be simple: Survey current employees on a variety of characteristics and traits, including teamwork, biographical information, past experiences, and accomplishments. Statistically determine which of these...
 
  Validating a Personality Test
by Dr. Wendell Williams - Oct, 2007
Measure twice, cut once Sure, it's easy to say engineering, legal, IT, or actuarial jobs require technical degrees. People in these professions need a substantial amount of education to practice their trade. But we all know from watching folks in these professions that it takes more than a sheepskin to be successful. Sometimes, it takes certain personality factors to make a good job fit. Job performance is a two-sided co...
 
  There's More to a Test Than Questions
by Dr. Wendell Williams - Sep, 2007
Find a solution, not a quiz Once a week I get called by someone, usually an administrative assistant, asking if I have a personality test. When I try to get more information, she usually tells me her boss wants the test and she just wants the price. I tell her, "Sorry. I sell solutions, not tests." She hangs up absolutely convinced I am a jerk. Putting aside the fact she's probably right, let's examine her request....
 
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