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5.2 Отбор кандидатов на позицию менеджера по продажам

Интервью. Интервью должно быть структурированным, то есть каждый кандидат должен ответить на установленные вопросы в определенные временные рамки. Для сохранения объективности при последующем сравнении кандидатов, ответы должны тщательно записываться.

При проведении интервью, важно помнить:

  1. объясните временные рамки ответов кандидату в начале интервью. Следите за тем, чтобы не выйти за границы отведенного времени;
  2. тщательно записывайте ответы кандидата для сохранения объективности;
  3. задавайте большее количество коротких, специализированных вопросов для того, чтобы упростить процесс записи полученных ответов; упростить сопоставление полученных ответов с прототипами;
  4. при оценке ответов, необходимо предварительно подготовить примеры плохих, хороших и отличных ответов для сопоставления;
  5. просите кандидата расширить ответ, если кандидат не предоставил достаточное количество диагностической информации. Задавайте дополнительные вопросы и вербализуйте полученный ответ для того, чтобы исключить эффект «ложного взаимопонимания»;
  6. спрашивайте: Как вы думаете, что в большей степени повлияло на ваши результаты - внутренние или внешние факторы? Это позволяет исключить attribution biases (в том числе, actor-observer effect);
  7. при проведении интервью на позиции менеджмента добавить в начале интервью вопросы по образованию, extracurricular activities.

Ассессмент. При наборе на позицию менеджера по продажам, важными личными компетенциями являются экстраверсия, стрессоустойчивость, эмоциональность. Через интерпретацию деловых игр, тестов и ответов на проективные вопросы, выявляются индикаторы поведения. Затем, эти индикаторы суммируются и вносятся в специальный excel-файл с данными по каждому кандидату. Результаты ассессмента необходимо сохранять, так как они являются основой для последующего развития сотрудников.

Продолжение...

Автор статьи: Дмитрий Семин, президент SeminGroup.

www.semingroup.ru

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