Starwood-销售人员-招聘甄选标准PPT课件.ppt

SalesSelectionTools Development ImplementationOverviewUpdated June23 2006ImplementationPartners OrganizationalCapabilityGlobalSalesGlobalHR 本资料来自 可编辑 1 Contents OverviewToolDevelopment StudyResultsProcessImpactToolUtilizationImplementationNotesAppendix Overview 本资料来自 可编辑 3 ReducetheTimeSpentEvaluatingCandidates IncreasetheNumberofStrongSalesCandidates Candidate Profitability Hiredthebestofthebestandthenewhireswerewellworththetimespent OverarchingGoal MaximizetheSelectionProcess 可编辑 4 SelectionProcessPre Implementation ScreeningDiscussion B I ImproveSalesHiringProcessEvaluationPre Implementation 可编辑 5 FundamentalattributesDifficulttoteachortrainArerelatedtojobperformanceCanbeassessed ImproveSalesHiringProcessModelWorld ClassEvaluation SelectionProcessPre Implementation ScreeningDiscussion B I 可编辑 6 ReturnonInvestment Thetoolsaredesignedtoprovide 可编辑 7 SalesSelectionInitiative GlobalFocus Bahasa Indonesian Chinese Simplified FrenchGerman ItalianJapaneseSpanish European Spanish LatinAmerican Phase2Languages Japan Korea India BangladeshtargetedforOctober2006 ToolDevelopmentStudyResults 本资料来自 可编辑 9 Aug Dec 2004 ToolDevelopmentOverview SalesIncumbents JobAnalysisQuestionnaire GlobalSMEFocusGroups Jobconsistenciesandcareerpaths SalesCompetencyModelDevelopment 可编辑 10 ToolDevelopment JobFamiliesandSampleTitles 可编辑 11 ToolDevelopmentOverview ePredixlibrary TriedandtruequestionsforpredictingsalesperformanceFocusGroups Assessmentquestionreviewandwriting 可编辑 12 DevelopDraftToolsContent AllMultipleChoiceQuestions 可编辑 13 ToolDevelopmentOverview 可编辑 14 ToolDevelopmentOverview AnalysesperPhaseandDivision 可编辑 15 DataResultsOverviewPresentedforcurrentassociates participants BottomThird InterviewQualified Toptwo thirds CombinedFailedPrescreenandFailedProctoredAssessment 可编辑 16 DataResultsOverviewPresentedforcurrentassociates participants BottomThird InterviewQualified Toptwo thirds CombinedFailedPrescreenandFailedProctoredAssessment Groupofcurrentassociatesinstudywhowouldnothavepassed 可编辑 17 DataResultsOverviewPresentedforcurrentassociates participants BottomThird InterviewQualified Toptwo thirds CombinedFailedPrescreenandFailedProctoredAssessment Groupofcurrentassociatesinstudywhowouldhavepassed splitupintohighandlowpass 可编辑 18 DataResultsOverviewPresentedforcurrentassociates participants BottomThird InterviewQualified Toptwo thirds CombinedFailedPrescreenandFailedProctoredAssessment Groupofcurrentassociatesinstudywhoscoredthehighest 可编辑 19 DataResultsOverviewPresentedforcurrentassociates participants BottomThird InterviewQualified Toptwo thirds CombinedFailedPrescreenandFailedProctoredAssessment Measureofjobperformance averageforgroup 可编辑 20 DevelopmentStudyResultsAllSellersCombined n 906 BottomScorersonTools BottomThird wouldbefilteredoutbyTools HighestScorersonTools TopThirdofPassingScores PassingScorersonTools Bottomtwo thirdsofPassingScores Performanceonthetoolsstronglypredictsperformanceonthejob 可编辑 21 DevelopmentStudyResultsAllSalesLeadersCombined n 290 BottomScorersonTools BottomThird wouldbefilteredoutbyTools HighestScorersonTools TopThirdofPassingScores PassingScorersonTools Bottomtwo thirdsofPassingScores Performanceonthetoolsstronglypredictsperformanceonthejob 可编辑 22 Predictive Highertoolperformance greaterjobperformance e g PercenttoGoal supervisorperformanceratings Stable ConsistentrelationshipsUnbiased Legallydefensible KeyFindingsSummary SeeAppendixforDetailedStudyResultsforEachPhase Division 可编辑 23 ResultingTools SellertoolsweredevelopedspecificallyforeachDivision Phase OneLeadertoolwasdevelopedforallofeachPhasecombined 可编辑 24 ResultingTools Sellertoolsweredevelopedspecificallyforeachdivision OneLeadertoolwasdevelopedforallofPhase2combined ProcessImpact 本资料来自 可编辑 26 World ClassHiringProcessFilteringoutthebottomcandidates 可编辑 27 World ClassHiringProcessFilteringoutthebottomcandidates Process Step 1 Source 2020 3 18 28 可编辑 29 World ClassHiringProcessFilteringoutthebottomcandidates Process Step 1 Source OnlineAssessment Sellersonly 可编辑 30 World ClassHiringProcessFilteringoutthebottomcandidates Process Step 1 Source OnlineAssessment 可编辑 31 World ClassHiringProcessFilteringoutthebottomcandidates Process Step 1 Source OnlineAssessment ProctoredAssessment Toolsareexpectedtofilteroutthebottom30 candidates 可编辑 32 World ClassHiringProcessFilteringoutthebottomcandidates Process Step 1 Source OnlineAssessment ProctoredAssessment 可编辑 33 World ClassHiringProcessFilteringoutthebottomcandidates Process Step 1 Source OnlineAssessment ProctoredAssessment 可编辑 34 ProcessImpact 可编辑 35 ProcessImpact 可编辑 36 ProcessImpact ToolUtilization 本资料来自 可编辑 38 ToolUtilization AnycandidatefromaStarwoodfranchisedpropertywouldbeconsideredanexternalcandidate 可编辑 39 ToolUtilization AnycandidatefromaStarwoodfranchisedpropertywouldbeconsideredanexternalcandidate 可编辑 40 ToolUtilization AnycandidatefromaStarwoodfranchisedpropertywouldbeconsideredanexternalcandidate 可编辑 41 ToolUtilization AnycandidatefromaStarwoodfranchisedpropertywouldbeconsideredanexternalcandidate 可编辑 42 UtilizationParameters ImplementationNotes 本资料来自 可编辑 44 KeyRolesStrategicPartnershipbetweenHRandSales ChampionandsustaintoolusageMaintainasmoothprocessandvolumeflowScoreinterpretation filterandprioritizeSupportotherpropertiesasneededSettingExpectations Aspartofourhiringprocess weaskallcandidatestocompleteanassessmentthathasbeenshowntobeastrongpredictorofsuccessforthisjob 可编辑 45 AssessmentEnvironmentProctoredAssessmentGuidelines Quiet well litspacewithnointerruptionsWorkstationwithInternetaccessCalculatorAwayforthecandidatetoquicklycontactsomeonee g technicalproblems emergency etc NOTE Sellercandidatesareexpectedtocompletetheonlineassessmentontheirown e g home library internetcaf etc 可编辑 46 EnglishLanguageNotes SystemstrainingdeliveredtoHRChampionsSelf guidedtrainingmaterialsforpropertyHR voiceandprint Referencematerials presentations FAQs technicaldocumentation ePredixHelpDesksupport voiceandemail Administrator swebsite managementofcandidatepool 可编辑 47 HelpDeskGuidance InternetproblemsaremostcommonlyalocalInternetissue NOTanePredixsystemproblem MostCommonHelpDeskQuestions WrongURL typosForgottenusernames passwords needtoresetaccesscodes 可编辑 48 SupportInfrastructure 可编辑 49 Phase1Champions CommonSituationalQuestions Managingdistantcandidates coordinatingassessmentsforotherpropertiesScoreinterpretation prioritizationofcandidatesCommunicatingfailingscores especiallyinternalcandidates HablaEspa ol Appendix DetailedStudyResultsforEachPhase Division 本资料来自 可编辑 51 LeaderResults PHASE2N