Starwood集团销售人员选取标准.ppt

Sales Selection Tools;Contents;Overview;Reduce the Time Spent Evaluating Candidates; ???????????????????????????????????????????????????????????????????; ???????????????????????????????????????????????????????????????????;Benefit;Phased Approach;Tool DevelopmentStudy Results;;Tool Development:Job Families and Sample Titles;;Question Type;;;Data Results OverviewPresented for current associates (participants);Data Results OverviewPresented for current associates (participants);Data Results OverviewPresented for current associates (participants);Data Results OverviewPresented for current associates (participants);Data Results OverviewPresented for current associates (participants);Development Study ResultsAll Sellers Combined (n=906);Development Study ResultsAll Sales Leaders Combined (n=290);Predictive: Higher tool performance = greater job performance (e.g., Percent to Goal, supervisor performance ratings) Stable: Consistent relationships Unbiased: Legally defensible ;Resulting Tools;Resulting Tools;Process Impact;World-Class Hiring ProcessFiltering out the bottom candidates;World-Class Hiring ProcessFiltering out the bottom candidates;World-Class Hiring ProcessFiltering out the bottom candidates;World-Class Hiring ProcessFiltering out the bottom candidates;World-Class Hiring ProcessFiltering out the bottom candidates;World-Class Hiring ProcessFiltering out the bottom candidates;World-Class Hiring ProcessFiltering out the bottom candidates;;;;Tool Utilization;Tool Utilization;Tool Utilization;Tool Utilization;Tool Utilization;Parameter;Implementation Notes;Key RolesStrategic Partnership between HR and Sales;Assessment EnvironmentProctored Assessment Guidelines;English Language Notes;HelpDesk Guidance;Support Infrastructure;Phase 1 Champions;Appendix;Leader Results: PHASE 2N = 117 (APD, EAME, LAD);Leader Results: PHASE 1N = 173 (NAD, UK/Ireland, Australia/Fiji);Seller Results: APDN = 205;Seller Results: EAMEN = 212;Seller Results: LADN = 99;