How to Hire, Recruit and Retain Great People

How to Hire, Recruit How to Hire, Recruit and Retain Great and Retain Great

PeoplePeople

Kerry Johnson, MBA, Ph.D.Kerry Johnson, MBA, Ph.D.

Massey ServicesMassey Services

George George RavelingRaveling

NCAANCAABasketballBasketballCoachCoach

5 Secrets To Hiring 5 Secrets To Hiring Great PeopleGreat People

How are your interview How are your interview skills?skills?



- 73% of resumes have - 73% of resumes have lieslies



- 73% of resumes have lies- 73% of resumes have lies

- Candidates have more - Candidates have more experience than youexperience than you

- Select for energy and past - Select for energy and past performanceperformance


How well do you interview?How well do you interview?- 73% of resumes have lies- 73% of resumes have lies- Candidates have more - Candidates have more experience than youexperience than you- Select for energy and past - Select for energy and past performanceperformance- Ask the same questions to - Ask the same questions to every candidateevery candidate

10 Interview Questions 10 Interview Questions You Need To AskYou Need To Ask

Why did you leave? (5)Why did you leave? (5) How did you decide to select your last job? (5)How did you decide to select your last job? (5) Let’s assume question (10)Let’s assume question (10) What was your biggest success (10)What was your biggest success (10) What was your biggest failure (10)What was your biggest failure (10) Ever cold called before? (20)Ever cold called before? (20) What are your goals? What is your plan to hit them?(5)What are your goals? What is your plan to hit them?(5) Who was your longest client? Why did they stay with Who was your longest client? Why did they stay with

you? (5)you? (5) Why do you want this job? (5)Why do you want this job? (5) Sell me this pen/pencil (35)Sell me this pen/pencil (35)

Total Possible Points =110Total Possible Points =110

Bad answers get 0. Great answers get total credit.Bad answers get 0. Great answers get total credit.


How are your How are your interview interview skills?skills?

How important How important are “good are “good looks”looks”


How important are good looks?How important are good looks?

- - Who copes better with rejection?Who copes better with rejection?- Energy and enthusiasm?- Energy and enthusiasm?- Harvard Research says Harvard Research says “Versatility” “Versatility”

- Contact: The first 4 minutes- Contact: The first 4 minutes



How important are good How important are good “looks”“looks”

When do you hire? When do you hire?



- Go on at least 2 - Go on at least 2 appointmentsappointments


When do you hire? When do you hire? - Go on at least 2 Go on at least 2 appointmentsappointments

- Call at least 2 Call at least 2 supervisors, don’t call HR supervisors, don’t call HR peoplepeople


When do you hire? When do you hire? - Go on at least 2 Go on at least 2 appointmentsappointments

- Call at least 2 supervisors, Call at least 2 supervisors, don’t call HR peopledon’t call HR people

- I can’t talk about them?I can’t talk about them?



- Go on at least 2 Go on at least 2 appointmentsappointments

- Call at least 2 supervisors, Call at least 2 supervisors, don’t call HR peopledon’t call HR people

- Can’t talk about them?Can’t talk about them?- Would you hire them again?Would you hire them again?

Can People Change?Can People Change?


How did you pick your last How did you pick your last job?job?


What did you like best What did you like best about your last job? about your last job?

Let’s assume!Let’s assume!



How important are “good How important are “good “looks”“looks”

When do you hire? When do you hire? Replace poor performers?Replace poor performers?


Replace poor performers?Replace poor performers?

-Why did they fail?-Why did they fail?




-Xerox research-Xerox research




-Xerox research-Xerox research

-Cows and Rhinos-Cows and Rhinos


How are your interview skills?How are your interview skills? How important are “good How important are “good

“looks”“looks” When do you hire? When do you hire? Replace poor performers?Replace poor performers? Hiring experience is a sure Hiring experience is a sure

bet? bet?

Where Do You Go For Where Do You Go For Great People?Great People?

Hiring experience is a Hiring experience is a sure bet? sure bet?

- Do test on existing staff- Do test on existing staff




- Is there a pattern of - Is there a pattern of problemsproblems




- Is there a pattern of - Is there a pattern of problemsproblems

- Hire from the outside- Hire from the outside



- Do test on existing staff- Do test on existing staff- Is there a pattern of problems- Is there a pattern of problems- Hire from the outside- Hire from the outside- Hire for energy and - Hire for energy and

Performance-train for skillsPerformance-train for skills


Newspaper adsNewspaper ads


Newspaper adsNewspaper ads Temp agenciesTemp agencies


Newspaper adsNewspaper ads Temp agenciesTemp agencies SchoolsSchools


Newspaper adsNewspaper ads Temp agenciesTemp agencies SchoolsSchools Promote from withinPromote from within


Newspaper adsNewspaper ads Temp agenciesTemp agencies SchoolsSchools Promote from withinPromote from within Center of InfluenceCenter of Influence


How To Work With How To Work With “Centers”“Centers”

Ask “who do you know” not Ask “who do you know” not “do you know anyone”“do you know anyone”

How many do you ask for? How many do you ask for? Find out about personal lifeFind out about personal life Ask for phone numbers Ask for phone numbers


How To Work With How To Work With “Centers”“Centers”

Ask “who do you know” not Ask “who do you know” not “do you know anyone”“do you know anyone”

How many do you ask for? How many do you ask for? Find out about personal lifeFind out about personal life Ask for phone numbers Ask for phone numbers Always be recruitingAlways be recruiting


Newspaper adsNewspaper ads Temp agenciesTemp agencies SchoolsSchools Promote from withinPromote from within Center of InfluenceCenter of Influence Steal peopleSteal people


Steal people?Steal people?

- You may be inheriting - You may be inheriting someone else’s problemssomeone else’s problems


Steal people?Steal people?- You may be inheriting You may be inheriting someone else’s problemssomeone else’s problems

- You may overpay, there You may overpay, there are no guaranteesare no guarantees

5 Reasons Why Great 5 Reasons Why Great People LeavePeople Leave


How important (1-5 scale) How important (1-5 scale) is money in retaining is money in retaining great people? great people?


It’s not fun around hereIt’s not fun around here

- Baby Busters >1970 Baby Busters >1970 - Boomers 1946 – 1960Boomers 1946 – 1960- Traditionalists < 1946Traditionalists < 1946


It’s not fun around hereIt’s not fun around here I don’t get recognitionI don’t get recognition


I don’t get recognitionI don’t get recognition

3 Step Praise3 Step PraisePraise them in front of othersPraise them in front of others

Be specific in what you praiseBe specific in what you praise

Praise them globallyPraise them globally


I don’t get recognitionI don’t get recognition

3 Step Reprimand3 Step ReprimandReprimand them aloneReprimand them alone

Be specific Be specific

Praise them globallyPraise them globally


It’s not fun around hereIt’s not fun around here I don’t get recognitionI don’t get recognition I don’t get supportI don’t get support


It’s not fun around hereIt’s not fun around here I don’t get recognitionI don’t get recognition I don’t get supportI don’t get support I don’t get trainingI don’t get training


It’s not fun around hereIt’s not fun around here I don’t get recognitionI don’t get recognition I don’t get supportI don’t get support I don’t get trainingI don’t get training My pay is too lowMy pay is too low


Trust First – Trust First –

Money lastMoney last

Why Your People Why Your People Stay with You?Stay with You?

TrustTrust firstfirst, , Money lastMoney last

How to Hire, Recruit and Retain Great People

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