Tag Archives: hiring talent

Where Management Trouble Begins

From the Ask Tom mailbag –

Question:
In your workshop last week, you stressed the importance of a role description. To be honest, we don’t really have time to write them. We either use an old version from HR, get something off the internet, or use our posting from Craig’s List.

Response:
And, that’s where the trouble begins. The reason we have so much difficulty with issues related to motivation and management is that we don’t accurately define the work. The role description is the cornerstone document –

  • Defines the work, the outputs, the expectations in the role.
  • Organizes the bank of interview questions.
  • Creates the basis for behavioral interview questions.
  • Structures the decision making process for selecting from the candidate pool.
  • Structures the monthly (or more frequent) 1-1 conversation between the team member and the manager.
  • Structures a performance improvement plan, when necessary.
  • Provides grounds for termination, when necessary.

It’s all about the work. Our problems begin when we don’t accurately define the work. What are the decisions to be made, problems to be solved in the role?

Embedding Culture as a Key Result Area

Some time ago, writing a role description, I added Culture as a Key Result Area (KRA). What is the accountability of a manager in the Key Result Area of Company Culture?

There are several frames in which to look at company culture –
That unwritten set of rules that governs our required behavior in the work that we do together. It is an unwritten set of rules in contrast to our written set of rules, policies, procedures. And, culture is often more powerful than any policy we may write or attempt to officially enforce. Sometimes, culture even works against our stated policy.

What is the accountability of a manager in the Key Result Area of Company Culture?

These are the four questions in the Culture Cycle.

  1. What is the source of culture, where does it start?
  2. How is culture visible, how do we see it?
  3. How is culture tested?
  4. How is culture institutionalized, reinforced and perpetuated?

What is the source of culture, where does it start?
The source of culture is the way we see the world. It includes our bias, our experience, our interpretation of our experience. Culture is the story we carry into our experience that provides the lens, the frame, the tint, the brightness or darkness of that story.

How is culture visible, how do we see it?
Culture, the way we see the world, drives our behavior. We cannot see our bias. We cannot see our interpretation. We cannot see the story we carry in our minds, but, we can see our behavior. Culture drives behavior. Behavior makes culture visible.

How is culture tested?
Behavior, driven by culture, is constantly tested against the reality of consequences. For better or worse, behaviors driven by culture are proven valid, or not. Where there is congruence between behavioral intentions and the test of consequences, intentions (the way we see the world) moves forward. Where there is a disconnect between behavioral intentions and the test of consequences, intentional culture stops DEAD.

How is culture institutionalized, reinforced and perpetuated?
Those behaviors that survive the test of consequences become institutionalized, for better or worse. Positive behaviors that survive the test against reality can become the customs and rituals that reinforce the way we see the world. Alternatively, counterproductive behaviors that survive can be institutionalized in the underground of our organization and will prevail, more powerful than our official rules and enforcement.

You get to decide. What is the accountability of a manager in the Key Result Area of Company Culture?

Who Gets the Resumes First?

“It’s really difficult to find good people out there, these days,” complained Byron. “Look at these resumes.”

He pushed the stack over to me. I glanced at the page on top.

“I will take your word, that none of these resumes meets the standards you are thinking for the job. Tell me, how did these resumes make it to your desk?”

“Oh, we have a good process to weed out the bad ones,” Byron replied. “By the time they get to me, I should only see the top three or four candidates. But none of these people are qualified.”

“Do you think some overqualified people got cut from the resume pool?” I asked.

“Oh, sure, our people know what we are paying for the job and they can spot someone who is overqualified as easily as those who are under qualified.”

“And who is involved in this process?”

Byron’s head turned to the side and his eyes went up the far wall behind me. “Well, the hiring manager.”

“So, the hiring manager directly receives the emails from your job posting?”

“Well, no,” Byron backpedaled. “I don’t want to burden him with looking at all the resumes, so we have them sent to a generic email box. Irene is our receptionist, and she opens the emails and forwards the resumes she thinks are the best.”

“What do you mean, that she thinks are best?” I asked.

“Well, she deletes the ones from out-of-town and then marks the ones with two years experience. I don’t want the hiring manager wasting his time.”

“And then she delivers them to the hiring manager?” I tried to get the details of the sequence.

“Well, not exactly,” Byron continued. “Irene forwards them to one of the supervisors to cull over. I really don’t want the hiring manager wasting his time on unqualified resumes. He has enough other issues to deal with.”

“I see,” I nodded. “I think I am getting the picture.”

Hiring Talent Summer Camp, Now Open

Hiring Talent Summer Camp is now open for registration.

Register Now

Purpose of this program – to train hiring managers and HR specialists to conduct more effective interviews in the context of a managed hiring process.

How long is the program? Designed to be completed in 4-6 weeks, the program is self-paced so participants can work through the program even faster.

How do people participate in the program? Participants complete online assignments and participate in online facilitated discussions, working directly with Tom Foster as the online coach, along with other participants.

Who should participate? This program is designed for managers and HR professionals who play active roles in the recruiting process.

What is the cost? The program investment is $499.

When is the program scheduled? This program is self-paced, on-demand, so participants can login and complete assignments on their own schedule.

How much time is required to participate in this program? Participants should reserve approximately 2 hours per week (on demand) for 4 weeks (total 8 hours).

Register Now

Program Description
Module One – Role Descriptions – It’s All About the Work
Learning Objectives

  • Examine what hiring managers are up against.
  • Define the steps in a comprehensive hiring process.
  • Specifically define the Role Description as the cornerstone of the hiring process.
  • Define the Structure of the Role Description
  • Write a Role Description

Module Two – Interviewing for Future Behavior
Learning Objectives

  • To understand how most managers conduct interviews, so we can stop bad habits.
  • To identify, from the Role Description, the specific data we need from the candidate.
  • To design questions to capture the data we need to make an effective candidate selection.
  • To construct a bank of organized, written, prepared questions on which to base the interview.

Module Three – Conducting the Interview
Learning Objectives

  • To prepare mentally to conduct an effective interview.
  • To practice asking prepared questions and creating clarifying questions during the interview.
  • To practice taking notes during the interview and re-capping those notes following the interview.
  • To create a Decision Matrix to compile interview data and compare candidates.
  • To effectively work with an Interview Team.

Looking forward to seeing you online. -Tom

Register Now

All in Your Head?

“Let me see your list of questions,” I asked. I could see by the furtive glance that Claire didn’t have a list.

“I don’t have them written, just in my head, but I could probably write the questions down for you, if that would help,” she responded.

“How many questions do you have in your head?”

“Well, none really prepared, I have the resume, so I will just ask questions from that.”

It’s not Claire’s fault. No company ever trained her to conduct a job interview. No company ever trained her to create interview questions that reveal valuable information to make a hiring decision. Hiring interviews are one of the most critical management skills for the successful manager.

I see many managers conduct the hiring interview solely from the candidate’s resume in their hand. Change this one thing to make your interviews better. Craft your interview questions from the role description rather than the person’s resume. Every question should have a specific purpose to give you data about the candidate relative to the role you want them to play in your company. It’s not what the candidate has done (though it may be fascinating), but what the candidate has done related to the role. -Tom

What Do You Look for in a Candidate?

“We are hiring for a new supervisor. And this time, there is no one on the inside that we can promote. We have a good crew of technicians, but none is going to be able to do what we need them to do. We have to go outside,” Roger explained. “What do we need to look for in the person we want to hire?”

“What do you mean?” I asked.

“I mean, what kind of person should we look for? You know, someone who is self-motivated, dependable. Someone who can project confidence to the team. That’s important, you know. We need someone who is flexible, who can adapt to change. Someone who is a team player, you know, someone who is good with people.”

“That’s all interesting, but what is the work?”

“It’s a supervisor. Supervisory work,” Roger floated.

“So, what is the work of a supervisor, in your company, what is the work?”

Roger looked at me blankly.

“Look,” I said, interrupting his stare. “You seem to be focused on trying to climb inside the head of the candidate without any real definition of the work that has to be done. In this role, what are the decisions that have to be made? What are the problems that have to be solved? I am more interested in whether the candidate has made those kinds of decisions and solved those kinds of problems.” -Tom

How to Interview for Interest and Passion

From the Ask Tom mailbag –

Question:
I was in your Time Span workshop where you spoke about the 4 Absolutes required for success.

  1. Capability (time span)
  2. Skill (technical knowledge, practiced behavior)
  3. Interest, passion (value for the work)
  4. Required behaviors (contracted, habits, culture)

I think I have always known about #3, interest, passion (value) for the work. It speaks to a candidates attitude about the work. In some cases, that is more important than skill (which, over time, I can teach anyway). But, here is my struggle. How do you interview for interest or passion for the work.

Response:
This is a dilemma faced by most hiring managers. Intuitively, you know how important this is, but you struggle on how to collect data related to interest and passion. The reason is – you can’t.

Interest and passion lives inside a person’s head and you know my warning – Don’t play amateur psychologist. Stay out of people’s heads.

But, as a manager, you are an expert at observing behavior. Translate the attitude into behavior with this magic question – How does a person with interest or passion for this work behave? Then interview for those behaviors. I also look for related attitudes like pride, importance and challenge?

  • Tell me about a project you are most proud of?
  • What was the project?
  • How long was the project?
  • What was the purpose of the project?
  • Who was on your project team?
  • What was your role on the project team?
  • What were the characteristics of the project that made you proud of your accomplishment?
  • Tell me about a project that was important to your professional growth?
  • What was the project?
  • How long was the project?
  • What was the purpose of the project?
  • Who was on your project team?
  • What was your role on the project team?
  • What were the characteristics of the project that made this important to your professional growth?
  • Tell me about a project that you found professionally challenging?
  • What was the project?
  • How long was the project?
  • What was the purpose of the project?
  • Who was on your project team?
  • What was your role on the project team?
  • What were the characteristics of the project that made it professionally challenging?

All of these responses will give you behavioral clues to interest and passion for the work. -Tom

The magic question is courtesy of Barry Shamis, my hero in the behavioral interview.

Contracted Behaviors

There are some behaviors you simply contract for.

Each of you has an appointed time that most people show up for work. It is part of the contract you have with each team member. Even flex-time is a contract. A contract is an agreement by two parties related to future behavior.

Can you contract for other things besides the time we show up for work together? Can you contract for respect? More specifically, can you contract for behaviors related to respect?

“Around here, we treat each other with respect. You don’t have to be friends with your teammates. You don’t even have to like your teammates, but when you interact, you will treat each other with respect. It is a matter of contract.”

Required behavior is one of the four absolutes necessary for success in any role.

  • Capability
  • Skill (technical knowledge, practiced performance)
  • Interest, passion, value for the work/li>
  • Required behavior (contracted behavior, habits, culture)

Yes, there are some behaviors you simply contract for. -Tom

Open Ended Questions in the Interview

“But the biggest mistake in the interview, was the gift you served up to the candidate,” I said.

“What gift was that?” Marianna asked.

“Open-ended questions,” I replied.

“But, I was taught to ask open-ended questions. I even read a book that said to ask open-ended questions,” she pushed back.

“Marianna, as the interviewer, you have a job to do. Your job is to gather specific data about the candidate related to the critical role requirements. When you ask an open-ended question, that question loses its purpose. When you ask an open-ended question, you are on a fishing expedition without a goal. The candidate is searching your face and fabricating a response that you want to hear. Open-ended questions give the candidate latitude to follow their own agenda, to create a narrative that may have little to do with the critical role requirements.”

Marianna sat quietly.

I continued. “Have you ever read a resume that was a bit enhanced? Have you ever read a resume that contained a little fluff? Have you ever read a resume that contained outright lies?” I stopped. “Open-ended questions give the candidate latitude to enhance their response, add a bit of fluff or create an outright lie. And you invited them to do it.” -Tom

Fictional Behavior in the Interview

“What do you mean, my questions were more real during the exit interview than the initial interview?” Marianna wanted to know.

“In your initial interview, it sounds like you depended on a personality profile, whether people liked the candidate and a response to a hypothetical question,” I challenged.

“What do you mean, hypothetical question?”

“You asked him how he would plan a project. You didn’t ask for an example of a project he actually planned. Even more important, you didn’t ask how he executed the project according to the plan.”

“But, I figured, if he could explain his planning process, he should be able to use that on a real project,” Marianna defended.

“You figured wrong. Lots of people can talk. Fewer can execute in the real world. That is why you have to ask questions about real experience. Hypothetical questions reveal only fictional behavior.” -Tom