We all like to think we are great judges of character.
While we believe that we are skilled at sizing people up--whether we are hiring, promoting from within, identifying who has potential, or seeking to build great relationships with our clients--most of us also have a story to tell about the person who promised so much, yet failed to deliver; the new hire who didn’t fit and rubbed people up the wrong way; the demanding client who was never satisfied, no matter what we did.
What do we have to learn about our people reading skills?
The problem is that the qualities that we often use to ‘read’ people – their skills, experience and interpersonal style – are just the tip of the iceberg. Beneath the surface are a whole host of hidden qualities which are more difficult to spot, yet which have a profound influence on people’s behavior and performance. In this lively and interactive Business Education seminar we will share some practical psychological insights and tools which you can use to sharpen your ‘people reading’ skills.
We will explore how to:
• Hire and promote people who will perform well in your organization;
• Identify who your high potential employees are;
• Anticipate your clients’ underlying needs;
• Determine whether that ‘difficult’ employee has the potential to develop or change
2. Bringing Talent Into Focus
ORTalent
• Business psychologists who specialize in talent
assessment
• Support organizations in
hiring, promotions, identifying high
potential, succession planning and development
• Offices in the UK and US
• Work with Federal government, defense
contractors, an
airline, automotive, finance, pharmaceuticals, engine
ering, Formula 1 motorsport, executive education
3. Bringing Talent Into Focus
What We’ll Explore
• What makes people tick?
• How can I make better decisions when hiring and
promoting people?
• How can I better understand my clients’ unstated
needs?
• What can I do about that difficult
client, boss, colleague…?
5. Bringing Talent Into Focus
Building Blocks of Potential
Interpersonal Skills
Adaptability Potential
Drive
6. Bringing Talent Into Focus
High Performance vs. High Potential
• Only 15% of ‘high performers’ are also ‘high
potentials’
• 93% of ‘high potentials’ are also ‘high
performers’
Corporate Executive Board, 2011
7. Bringing Talent Into Focus
Easy to see and Knowledge Necessary for top
develop performance, but
Skills not enough
PREDICTORS OF
PERFORMANCE
Traits
Attitudes
Context
Drivers
PREDICTORS OF
POTENTIAL Motivation Characteristics that
Hard to see and link to longer term
develop success
Abilities
8. Fit to the Context
• “Half of an employee’s success in the first 18
months on the job can be attributed to how the
employee fits with others in the organization”
Brian Kropp, Corporate Executive Board, 2011
• “Poor cultural fit completely eliminates the
benefits of past experience”
Nancy Rothbard, Wharton, 2011
9. Bringing Talent Into Focus
Smart Hiring and Promotion
Interpersonal Skills
Adaptability Potential
Drive
Performance
10. Bringing Talent Into Focus
How to do it
Profiling Potential:
• Psychometrics
• Interview
– Career walkthrough
– Interpersonal
• Tell me about a time you had to deal with a difficult
colleague/client. What specifically did you do? What was the
outcome?
– Adaptability
• Tell me about a setback you experienced and how you
recovered from it
– Drive
• Tell me about three situations where you have been at your
peak?
11. Bringing Talent Into Focus
How to do it
Profiling Style:
GM, European Manufacturing Organization CEO, International Defense Contractor
12. Bringing Talent Into Focus
How to do it
Profiling the Context:
• Where do you place the emphasis? What
is rewarded and encouraged?
– Collaborating
– Creating
– Controlling
– Competing
13. Bringing Talent Into Focus
What We’ll Explore
• What makes people tick?
• How can I make better decisions when hiring and
promoting people?
• How can I better understand my clients’ unstated
needs?
• What can I do about that difficult
client, boss, colleague…?
14. Drivers
• Learned patterns of behavior that used to be
helpful, and now get in the way
• Be Perfect
• Please Others
• Try Hard
• Hurry Up
• Be Strong
15. Conversation
• What are your drivers?
• What light do drivers shed on some of your
key relationships?
• What one thing have you learned you will you
do more of, less of, differently to boost your
business?
How do you assess it – Learning agilty; can use psychomterics that link to thinking; interpersonal, resilience, adapatability, motivtationBest to talk with peopleBiographical interviewing – get some stats on how effective this isMy mentor turned around 6 businesses and doubled their value in 13 years; his last business failed and he lost everything, now he’es rebuilding – that’s someone who’s lived it
How do you assess it – Learning agilty; can use psychomterics that link to thinking; interpersonal, resilience, adapatability, motivtationBest to talk with peopleBiographical interviewing – get some stats on how effective this isMy mentor turned around 6 businesses and doubled their value in 13 years; his last business failed and he lost everything, now he’es rebuilding – that’s someone who’s lived it
How do you assess it – Learning agilty; can use psychomterics that link to thinking; interpersonal, resilience, adapatability, motivtationBest to talk with peopleBiographical interviewing – get some stats on how effective this isMy mentor turned around 6 businesses and doubled their value in 13 years; his last business failed and he lost everything, now he’es rebuilding – that’s someone who’s lived it
How do you assess it – Learning agilty; can use psychomterics that link to thinking; interpersonal, resilience, adapatability, motivtationBest to talk with peopleBiographical interviewing – get some stats on how effective this isMy mentor turned around 6 businesses and doubled their value in 13 years; his last business failed and he lost everything, now he’es rebuilding – that’s someone who’s lived it
How do you assess it – Learning agilty; can use psychomterics that link to thinking; interpersonal, resilience, adapatability, motivtationBest to talk with peopleBiographical interviewing – get some stats on how effective this isMy mentor turned around 6 businesses and doubled their value in 13 years; his last business failed and he lost everything, now he’es rebuilding – that’s someone who’s lived it