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 [...]

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 [...]

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 [...]

Creating Selection Standards

We recently had a team discussion over whether a company with 50 or less employees and no government contracts needed to abide by OFCCP, EEO and Uniform Guidelines in its hiring criteria.  Who must comply and which federal guidelines should these clients follow in developing their selection standards?  You might be interested in this discussion, [...]

Part I: How To Increase The Quality of Your New Hires

Companies are increasingly seeking out ways to enhance the accuracy and effectiveness of their hiring and promotional processes.  They are exploring the use of a variety of tests and measures to gather the information they need to make better decisions.  They look to tests to help them increase objectivity within their processes and to get [...]