《STARWOOD国际酒店管理集团销售人员招聘甄选标准》 .ppt

salesselectiontools development implementationoverviewupdated june23 2006implementationpartners organizationalcapabilityglobalsalesglobalhr 本资料来自 1 contents overviewtooldevelopment studyresultsprocessimpacttoolutilizationimplementationnotesappendix overview 本资料来自 3 reducethetimespentevaluatingcandidates increasethenumberofstrongsalescandidates candidate profitability hiredthebestofthebestandthenewhireswerewellworththetimespent overarchinggoal maximizetheselectionprocess 本资料来自 4 selectionprocesspre implementation screeningdiscussion b i improvesaleshiringprocessevaluationpre implementation 本资料来自 5 fundamentalattributesdifficulttoteachortrainarerelatedtojobperformancecanbeassessed improvesaleshiringprocessmodelworld classevaluation selectionprocesspre implementation screeningdiscussion b i 本资料来自 6 returnoninvestment thetoolsaredesignedtoprovide 本资料来自 7 salesselectioninitiative globalfocus bahasa indonesian chinese simplified frenchgerman italianjapanesespanish european spanish latinamerican phase2languages japan korea india bangladeshtargetedforoctober2006 tooldevelopmentstudyresults 本资料来自 9 aug dec 2004 tooldevelopmentoverview salesincumbents jobanalysisquestionnaire globalsmefocusgroups jobconsistenciesandcareerpaths salescompetencymodeldevelopment 本资料来自 10 tooldevelopment jobfamiliesandsampletitles 本资料来自 11 tooldevelopmentoverview epredixlibrary triedandtruequestionsforpredictingsalesperformancefocusgroups assessmentquestionreviewandwriting 本资料来自 12 developdrafttoolscontent allmultiplechoicequestions 本资料来自 13 tooldevelopmentoverview 本资料来自 14 tooldevelopmentoverview analysesperphaseanddivision 本资料来自 15 dataresultsoverviewpresentedforcurrentassociates participants bottomthird interviewqualified toptwo thirds combinedfailedprescreenandfailedproctoredassessment 本资料来自 16 dataresultsoverviewpresentedforcurrentassociates participants bottomthird interviewqualified toptwo thirds combinedfailedprescreenandfailedproctoredassessment groupofcurrentassociatesinstudywhowouldnothavepassed 本资料来自 17 dataresultsoverviewpresentedforcurrentassociates participants bottomthird interviewqualified toptwo thirds combinedfailedprescreenandfailedproctoredassessment groupofcurrentassociatesinstudywhowouldhavepassed splitupintohighandlowpass 本资料来自 18 dataresultsoverviewpresentedforcurrentassociates participants bottomthird interviewqualified toptwo thirds combinedfailedprescreenandfailedproctoredassessment groupofcurrentassociatesinstudywhoscoredthehighest 本资料来自 19 dataresultsoverviewpresentedforcurrentassociates participants bottomthird interviewqualified toptwo thirds combinedfailedprescreenandfailedproctoredassessment measureofjobperformance averageforgroup 本资料来自 20 developmentstudyresultsallsellerscombined n 906 bottomscorersontools bottomthird wouldbefilteredoutbytools highestscorersontools topthirdofpassingscores passingscorersontools bottomtwo thirdsofpassingscores performanceonthetoolsstronglypredictsperformanceonthejob 本资料来自 21 developmentstudyresultsallsalesleaderscombined n 290 bottomscorersontools bottomthird wouldbefilteredoutbytools highestscorersontools topthirdofpassingscores passingscorersontools bottomtwo thirdsofpassingscores performanceonthetoolsstronglypredictsperformanceonthejob 本资料来自 22 predictive highertoolperformance greaterjobperformance e g percenttogoal supervisorperformanceratings stable consistentrelationshipsunbiased legallydefensible keyfindingssummary seeappendixfordetailedstudyresultsforeachphase division 本资料来自 23 resultingtools sellertoolsweredevelopedspecificallyforeachdivision phase oneleadertoolwasdevelopedforallofeachphasecombined 本资料来自 24 resultingtools sellertoolsweredevelopedspecificallyforeachdivision oneleadertoolwasdevelopedforallofphase2combined processimpact 本资料来自 26 world classhiringprocessfilteringoutthebottomcandidates 本资料来自 27 world classhiringprocessfilteringoutthebottomcandidates process step 1 source 本资料来自 28 world classhiringprocessfilteringoutthebottomcandidates process step 1 source onlineassessment sellersonly 本资料来自 29 world classhiringprocessfilteringoutthebottomcandidates process step 1 source onlineassessment 本资料来自 30 world classhiringprocessfilteringoutthebottomcandidates process step 1 source onlineassessment proctoredassessment toolsareexpectedtofilteroutthebottom30 candidates 本资料来自 31 world classhiringprocessfilteringoutthebottomcandidates process step 1 source onlineassessment proctoredassessment 本资料来自 32 world classhiringprocessfilteringoutthebottomcandidates process step 1 source onlineassessment proctoredassessment 本资料来自 33 processimpact 本资料来自 34 processimpact 本资料来自 35 processimpact toolutilization 本资料来自 37 toolutilization anycandidatefromastarwoodfranchisedpropertywouldbeconsideredanexternalcandidate 本资料来自 38 toolutilization anycandidatefromastarwoodfranchisedpropertywouldbeconsideredanexternalcandidate 本资料来自 39 toolutilization anycandidatefromastarwoodfranchisedpropertywouldbeconsideredanexternalcandidate 本资料来自 40 toolutilization anycandidatefromastarwoodfranchisedpropertywouldbeconsideredanexternalcandidate 本资料来自 41 utilizationparameters implementationnotes 本资料来自 43 keyrolesstrategicpartnershipbetweenhrandsales championandsustaintoolusagemaintainasmoothprocessandvolumeflowscoreinterpretation filterandprioritizesupportotherpropertiesasneededsettingexpectations aspartofourhiringprocess weaskallcandidatestocompleteanassessmentthathasbeenshowntobeastrongpredictorofsuccessforthisjob 本资料来自 44 assessmentenvironmentproctoredassessmentguidelines quiet well litspacewithnointerruptionsworkstationwithinternetaccesscalculatorawayforthecandidatetoquicklycontactsomeonee g technicalproblems emergency etc note sellercandidatesareexpectedtocompletetheonlineassessmentontheirown e g home library internetcaf etc 本资料来自 45 englishlanguagenotes systemstrainingdeliveredtohrchampionsself guidedtrainingmaterialsforpropertyhr voiceandprint referencematerials presentations faqs technicaldocumentation epredixhelpdesksupport voiceandemail administrator swebsite managementofcandidatepool 本资料来自 46 helpdeskguidance internetproblemsaremostcommonlyalocalinternetissue notanepredixsystemproblem mostcommonhelpdeskquestions wrongurl typosforgottenusernames passwords needtoresetaccesscodes 本资料来自 47 supportinfrastructure 本资料来自 48 phase1champions commonsituationalquestions managingdistantcandidates coordinatingassessmentsforotherpropertiesscoreinterpretation prioritizationofcandidatescommunicatingfailingscores especiallyinternalcandidates hablaespa ol appendix detailedstudyresultsforeachphase division 本资料来自 50 leaderresults p