Recruitment consists of knowing exactly what you are looking for, determining how to know when you’ve found it and making employment offers that get accepted. The first step is determining exactly what level of competency you are looking for:THE IMPLICATIONS OF COMPETENCIESPeople have and getCOMPETENCIES(Combinations of knowledge, skills and attitudes)We apply these in the form ofBEHAVIOR(Actions, thoughts feelings)Our behavior producesOUTPUTS(Products and services)How this is done yieldsRESULTS(Criteria for managing the prior three steps)In order to determine the kinds of people you are looking for, it sometimes helps to start with a picture of the “ideal candidate.” This person would possess the competencies and exhibit the behaviors that generate ideal results.What would happen if someone:o Negotiated the best deal every time you placed an order?o Romanced the Reps that call on you?o Aggressively worked on getting the right new lines?o Placed literature orders weekly?o Used every order to get a favor?o Really planned and prepared for sales meetings?o Kept a leash on salespeople giving away margin?o Assured that you had enough accurate competitive price information?o Stayed awake at night worrying about dead inventory?o Made sure that buddy calls and product training was effective?o Stayed on top of cycle counts to make sure… Read full this story
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