Starwood_销售人员_招聘甄选标准.pptx

Starwood_销售人员_招聘甄选标准.pptx

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SalesSelectionTools,Development&ImplementationOverviewUpdated:

June23,2006ImplementationPartners:

OrganizationalCapabilityGlobalSalesGlobalHR,Contents,OverviewToolDevelopment&StudyResultsProcessImpactToolUtilizationImplementationNotesAppendix,1,Overview,ReducetheTimeSpentEvaluatingCandidates,IncreasetheNumberofStrongSalesCandidates,=,Candidate“Profitability”,Hiredthebestofthebestandthenewhireswerewellworththetimespent,OverarchingGoal:

MaximizetheSelectionProcess,3,SelectionProcessPre-Implementation（ScreeningDiscussion,B.I.）,ImproveSalesHiringProcessEvaluationPre-Implementation,4,FundamentalattributesDifficulttoteachortrainArerelatedtojobperformanceCanbeassessed,ImproveSalesHiringProcessModelWorld-ClassEvaluation,SelectionProcessPre-Implementation（ScreeningDiscussion,B.I.）,+,5,ReturnonInvestment,Thetoolsaredesignedtoprovide,6,SalesSelectionInitiative:

GlobalFocus,Bahasa（Indonesian）Chinese（Simplified）FrenchGerman,ItalianJapaneseSpanish（European）Spanish（LatinAmerican）,Phase2Languages:

*Japan,Korea,India/BangladeshtargetedforOctober2006,7,ToolDevelopmentStudyResults,Aug.Dec.2004,ToolDevelopmentOverview,SalesIncumbentsJobAnalysisQuestionnaire,GlobalSMEFocusGroupsJobconsistenciesandcareerpaths,SalesCompetencyModelDevelopment,9,ToolDevelopment:

JobFamiliesandSampleTitles,10,ToolDevelopmentOverview,ePredixlibraryTriedandtruequestionsforpredictingsalesperformanceFocusGroupsAssessmentquestionreviewandwriting,11,DevelopDraftToolsContentAllMultipleChoiceQuestions,12,ToolDevelopmentOverview,13,ToolDevelopmentOverview,AnalysesperPhaseandDivision,14,DataResultsOverviewPresentedforcurrentassociates（participants）,（BottomThird）,（InterviewQualifiedToptwo-thirds）,*CombinedFailedPrescreenandFailedProctoredAssessment,15,DataResultsOverviewPresentedforcurrentassociates（participants）,（BottomThird）,（InterviewQualifiedToptwo-thirds）,*CombinedFailedPrescreenandFailedProctoredAssessment,Groupofcurrentassociatesinstudywhowouldnothavepassed,16,DataResultsOverviewPresentedforcurrentassociates（participants）,（BottomThird）,（InterviewQualifiedToptwo-thirds）,*CombinedFailedPrescreenandFailedProctoredAssessment,Groupofcurrentassociatesinstudywhowouldhavepassed;splitupintohighandlowpass,17,DataResultsOverviewPresentedforcurrentassociates（participants）,（BottomThird）,（InterviewQualifiedToptwo-thirds）,*CombinedFailedPrescreenandFailedProctoredAssessment,Groupofcurrentassociatesinstudywhoscoredthehighest,18,DataResultsOverviewPresentedforcurrentassociates（participants）,（BottomThird）,（InterviewQualifiedToptwo-thirds）,*CombinedFailedPrescreenandFailedProctoredAssessment,Measureofjobperformance（averageforgroup）,19,DevelopmentStudyResultsAllSellersCombined（n=906）,BottomScorersonTools（BottomThirdwouldbefilteredoutbyTools）,HighestScorersonTools（TopThirdofPassingScores）,PassingScorersonTools（Bottomtwo-thirdsofPassingScores）,Performanceonthetoolsstronglypredictsperformanceonthejob,20,DevelopmentStudyResultsAllSalesLeadersCombined（n=290）,BottomScorersonTools（BottomThirdwouldbefilteredoutbyTools）,HighestScorersonTools（TopThirdofPassingScores）,PassingScorersonTools（Bottomtwo-thirdsofPassingScores）,Performanceonthetoolsstronglypredictsperformanceonthejob,21,Predictive:

Highertoolperformance=greaterjobperformance（e.g.,PercenttoGoal,supervisorperformanceratings）Stable:

ConsistentrelationshipsUnbiased:

Legallydefensible,KeyFindingsSummary,SeeAppendixforDetailedStudyResultsforEachPhase/Division,22,ResultingTools,SellertoolsweredevelopedspecificallyforeachDivision/Phase,OneLeadertoolwasdevelopedforallofeachPhasecombined,23,ResultingTools,Sellertoolsweredevelopedspecificallyforeachdivision,OneLeadertoolwasdevelopedforallofPhase2combined,24,ProcessImpact,World-ClassHiringProcessFilteringoutthebottomcandidates,26,World-ClassHiringProcessFilteringoutthebottomcandidates,Process,Step,1.Source,Recruitment:

MeetBasicQualifications,27,World-ClassHiringProcessFilteringoutthebottomcandidates,Process,Step,1.Source,OnlineAssessment,Recruitment:

MeetBasicQualifications,Sellersonly,28,World-ClassHiringProcessFilteringoutthebottomcandidates,Process,Step,1.Source,OnlineAssessment,Recruitment:

MeetBasicQualifications,29,World-ClassHiringProcessFilteringoutthebottomcandidates,Process,Step,1.Source,OnlineAssessment,ProctoredAssessment,Recruitment:

MeetBasicQualifications,Toolsareexpectedtofilteroutthebottom30%candidates,30,World-ClassHiringProcessFilteringoutthebottomcandidates,Process,Step,1.Source,OnlineAssessment,ProctoredAssessment,Recruitment:

MeetBasicQualifications,31,World-ClassHiringProcessFilteringoutthebottomcandidates,Process,Step,1.Source,OnlineAssessment,ProctoredAssessment,Recruitment:

MeetBasicQualifications,32,ProcessImpact,33,ProcessImpact,34,ProcessImpact,35,ToolUtilization,ToolUtilization,*AnycandidatefromaStarwoodfranchisedpropertywouldbeconsideredanexternalcandidate,37,ToolUtilization,*AnycandidatefromaStarwoodfranchisedpropertywouldbeconsideredanexternalcandidate,38,ToolUtilization,*AnycandidatefromaStarwoodfranchisedpropertywouldbeconsideredanexternalcandidate,39,ToolUtilization,*AnycandidatefromaStarwoodfranchisedpropertywouldbeconsideredanexternalcandidate,40,UtilizationParameters,41,ImplementationNotes,KeyRolesStrategicPartnershipbetweenHRandSales,ChampionandsustaintoolusageMaintainasmoothprocessandvolumeflowScoreinterpretationfilterandprioritizeSupportotherpropertiesasneededSettingExpectations“Aspartofourhiringprocess,weaskallcandidatestocompleteanassessmentthathasbeenshowntobeastrongpredictorofsuccessforthisjob.”,43,AssessmentEnvironmentProctoredAssessmentGuidelines,Quiet,well-litspacewithnointerruptionsWorkstationwithInternetaccessCalculatorAwayforthecandidatetoquicklycontactsomeonee.g.,technicalproblems,emergency,etc.,NOTE:

Sellercandidatesareexpectedtocompletetheonlineassessmentontheirown（e.g.,home,library,internetcaf,etc.）,44,EnglishLanguageNotes,SystemstrainingdeliveredtoHRChampionsSelf-guidedtrainingmaterialsforpropertyHR（voiceandprint）Referencematerials（presentations,FAQs,technicaldocumentation）ePredixHelpDesksupport（voiceandemail）Administratorswebsite/managementofcandidatepool,45,HelpDeskGuidance,InternetproblemsaremostcommonlyalocalInternetissue,NOTanePredixsystemproblem,MostCommonHelpDeskQuestions:

WrongURL/typosForgottenusernames/passwords;needtoresetaccesscodes,46,SupportInfrastructure,47,Phase1Champions,CommonSituationalQuestions:

Managingdistantcandidates;coordinatingassessmentsforotherpropertiesScoreinterpretation/prioritizationofcandidatesCommunicatingfailingscores,especiallyinternalcandidates,*HablaEspaol,48,Appendix,DetailedStudyResultsforEachPhase/Division,LeaderResults:

PHASE2N=117（APD,EAME,LAD）,（BottomThird）,（InterviewQualifiedToptwo-thirds）,50,LeaderResults:

PHASE1N=173（NAD,UK/Ireland,Australia/Fiji）,（BottomThird）,（InterviewQualifiedToptwo-thirds）,51,SellerResults:

APDN=205,（BottomThird）,（InterviewQualifiedToptwo-thirds）,*CombinedFailedPrescreenandFailedProctoredAssessment,52,SellerResults:

EAMEN=212,（BottomThird）,（InterviewQualifiedToptwo-thirds）,*CombinedFailedPrescreenandFailedProctoredAssessment,53,SellerResults:

LADN=99,（BottomThird）,（InterviewQualifiedToptwo-thirds）,*CombinedFailedPrescreenandFailedProctoredAssessment,54,SellerResults:

PHASE1N=390（NAD,UK/Ireland,Australia/Fiji）,（BottomThird）,（InterviewQualifiedToptwo-thirds）,*CombinedFailedPrescreenandFailedProctoredAssessment,55,