《STARWOOD國(guó)際酒店管理集團(tuán)銷售人員招聘甄選標(biāo)準(zhǔn)》 .ppt

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