Tale of a Turnaround, Part 4: “What’s the Hand you’ve Been Dealt?”
Sales Order Taker vs. Sales Rainmaker. Gatherer vs. Hunter. Determining which Sales Style your business needs is straight forward, however, determining whether your existing Team (or Candidate you are interviewing) has the right Personality Fit to your needs is more challenging. People are like icebergs and on the surface, we only see a fraction of the whole person.
A study of approximately 3,000 managers, HR Professionals and Psychology Graduate Students found the top two most desired attributes in employees are “Honesty and Integrity” and “Motivation and Drive”. How can you determine these traits in a job interview or reference check? It is very difficult without using a Job Fit Assessment to look at the “whole-person”.
We introduced our client to The Prevue Assessment…an assessment that includes abilities, interests and personality…and created Benchmarks for key positions. This assessment improved their Hiring Process and provided a method to evaluate the existing Team. Additionally, because the assessment is scored on a bell curve rather than just a high/low scale, we could see the subtle dynamics that would help or hinder creating a high-performance team.
Now that we better understood the Team, we could focus on Executing the Strategy.
Next week: Part 5: “Discovering Execution”
