Starwood_销售人员_招聘甄选标准

SalesSelectionToolsDevelopment&ImplementationOverviewUpdated:June23,2006ImplementationPartners:OrganizationalCapabilityGlobalSalesGlobalHR-本资料来自•Overview•ToolDevelopment&StudyResults•ProcessImpact•ToolUtilization•ImplementationNotes•AppendixOverview-本资料来自=Candidate“Profitability”HiredthebestofthebestandthenewhireswerewellworththetimespentOverarchingGoal:MaximizetheSelectionProcess-本资料来自(ScreeningDiscussion,B.I.)ImproveSalesHiringProcessEvaluationPre-Implementation-本资料来自•Difficulttoteachortrain•Arerelatedtojobperformance•CanbeassessedImproveSalesHiringProcessModelWorld-ClassEvaluationSelectionProcessPre-Implementation(ScreeningDiscussion,B.I.)+-本资料来自•EliminatecandidateslikelytobepoorMoreTime•SpendmoretimeonstrongercandidatesIncreasedConfidence•Understandacandidate’sexperienceand•Hireforattitude,trainforskillGreaterProductivit•Strongercandidatesmakebiggercontributions,soonerReturnonInvestmentThetoolsaredesignedtoprovide…-本资料来自–APDLeader-Phase2July2006*EAMESeller–July2006LADSeller–LADJuly2006SalesSelectionInitiative:GlobalFocus•Bahasa(Indonesian)•Chinese(Simplified)•French•German•Italian•Japanese•Spanish(European)•Spanish(LatinAmerican)Phase2Languages:*Japan,Korea,India/BangladeshtargetedforOctober2006ToolDevelopmentStudyResults-本资料来自–Dec.2004ToolDevelopmentOverviewSalesIncumbents–JobAnalysisQuestionnaireGlobalSMEFocusGroups–JobconsistenciesandcareerpathsSalesCompetencyModelDevelopment-本资料来自(numberofparticipantsperstudy)SalesLeader(numberofparticipantsperstudy)APD:205EAME:212LAD:99NAD:390APD:40EAME:59LAD:21NAD:180•AccountDirector•AccountExecutive•AccountManager•AssistantSalesManager•BanquetManager•BTSM•BusinessDevelopmentExecutive•CateringExecutive•CateringSales/ServicesManager•SeniorCateringSalesManager•ConventionManager•CCSManager•DeputyDirectorofSales•EventsSalesManager•GlobalAccountDirector•GlobalAccountExecutive•GlobalAccountManager•GroupSales/EventsSalesSalesManager•LTSM•One-Call•SalesExecutive•SalesManager•SeniorSalesManager•AssistantDirectorofSales•AssistantDirectorofConventionSales•AssociateDirectorGlobalSales•DirectorofBanquet&Convention•DirectorofCatering•DirectorofCatering/ConventionServices•DirectorofEventManagement•DirectorofGlobalSales•DirectorGlobalSales•DirectorofGroupSales•DirectorofSales•DirectorofSales&Marketing-本资料来自–Dec.2004Jan.–March2005ToolDevelopmentOverviewePredixlibrary–TriedandtruequestionsforpredictingsalesperformanceFocusGroups–Assessmentquestionreviewandwriting-本资料来自•TimeManagement•CustomerService•GeneralManagementPersonalityAttributesnottaughttrained•RelationshipBuilding•DriveforSuccess•Self-Confidence•CreativityPastExperiencePreferences/Style•Experience•AspirationsProblemSolvingReasoningskills•Analysis•InferenceDevelopDraftToolsContent–AllMultipleChoiceQuestions-本资料来自…Aug.–Dec.2004Jan.–March2005Phase1:April’05Phase2:Nov/Dec.’05(Currentsalesassociates)(Supervisorsofsalesassociates)ToolDevelopmentOverview-本资料来自……FindBestCombinationAug.–Dec.2004Jan.–March2005Phase1:April’05Phase2:Nov/Dec.’05May’05Mar/Apr’06(Currentsalesassociates)(Supervisorsofsalesassociates)ToolDevelopmentOverviewAnalysesperPhaseandDivision-本资料来自(participants)80%90%100%110%120%130%ExpectedAverage%toGoalFilteredOutbyTools*PassThroughHighPass(TopThird)(BottomThird)X(InterviewQualified–Toptwo-thirds)*CombinedFailedPrescreenandFailedProctoredAssessment-本资料来自(participants)80%90%100%110%120%130%ExpectedAverage%toGoalFilteredOutbyTools*PassThroughHighPass(TopThird)(BottomThird)X(InterviewQualified–Toptwo-thirds)*CombinedFailedPrescreenandFailedProctoredAssessmentGroupofcurrentassociatesinstudywhowouldnothavepassed-本资料来自(participants)80%90%100%110%120%130%ExpectedAverage%toGoalFilteredOutbyTools*PassThroughHighPass(TopThird)(BottomThird)X(InterviewQualified–Toptwo-thirds)*CombinedFailedPrescreenandFailedProctoredAssessmentGroupofcurrentassociatesinstudywhowouldhavepassed;splitupintohighandlowpass-本资料来自