Developing Predictive Selection Criteria

At ECI, we have been devising selection criteria for many years to identify people who will be top performing sales people.  The trick to identifying predictive, reliable criteria is to make sure you have a good linear relationship between the results that top performers deliver and the results that bottom performers deliver.   Top performers deliver [...]

Get Ready for Changes in Interviewing!

The most read topic on The ECI Blog is about behavioral event interviewing and how to properly answer these questions.  Many people are becoming very familiar with the behavioral event interviewing process and are getting coaching prior to their interviews from their placement counselors.  This, of course, has the effect of masking an individual candidate’s [...]

How to Hire Without Getting Sued

I used to do a lot of seminars and speaking engagements for various groups on topics relating to human capital.  One of the more requested topics was the title of this post.  There are a few good practices to be sure to consider in order to avoid suits from your candidates as you hire new [...]

Favorite Interview Questions for Sales People

Some time ago, we began to develop behavioral event interview guides for our clients to help them to assess the potentials and capabilities of candidates during the selection process.   This approach can be used to assess candidates for any type of job, but when the questions are designed, you need to be sure they are [...]

Who’s Hiring?

The short answer, lots of companies.  The more complete answer, however, is companies where there is expected turn over and companies who provide services to people.  The companies who are hiring are often the larger organizations who always have openings because of people moving up, people moving on and people retiring.  To apply and get [...]

Is the Downturn Opportunity for Businesses?

Let’s add another positive point for the opportunities that arise when the economy is in a downturn.  For those of you company owners/managers who have job openings, and this will happen as a result of normal turnover, people moving around to position themselves more favorably in a new role, and for a variety of other [...]

Advice for Job Seekers

Tough times out there for job hunters and I am more than sympathetic.  Ted told me yesterday that the economy is really driven on consumer purchasing.  When people are not afraid, they spend, whether they have the money or not.   This is because they believe that tomorrow will be a better day.  Today, most people [...]

Establishing Validity of Selection Criteria

We build structured hiring processes for our corporate clients.  Some of the processes we see, prior to the revision, are long-drawn out systems of multiple steps and the collection of data that one would be hard pressed to review, much less show that the step was job related.  The issue of valid selection criteria is emerging [...]

Part 2: Devising Selection Standards for Hiring New Staff

Adverse impact occurs where there is a statistically significant difference between selection, promotional, or compensation levels between members of a protected class and an appropriate comparison group.[1] However, according to the 1991 Civil Rights Act, this difference only amounts to discrimination if the tools used to make the business decision are invalid and not consistent [...]