Knock Em Dead-Hiring The Best

Martin Yate

Description

Knock Em Dead-Hiring The Best, Proven Tactics For Employee Selection & How To Build winning Teams. Management requires getting work done successfully through others and if you cannot first hire the right people, you can never manage productively. Hiring The Best has been in print for 25 years and continues evolve as the leading resource for to employee selection and productivity oriented team building.

Sujets

• Gestion et management

Informations

• Publié par: Jumpingdude Media
• Date de parution: 20 juillet 2015
• Nombre de lectures: 0
• EAN13: 9780991270477
• Langue: English

Extrait

HIRING THE

BEST
SIXTH EDITION
HIRING THE
 BEST 
  SIXTH EDITION  
Proven Tactics for Successful Employee Selection

MARTIN YATE, CPC
New York Times bestselling author
Martin Yate, CPC
New York Times bestselling author

Savannah, Georgia
Copyright © 2014, 2006, 2000, 1994, 1990, 1987
by Martin Yate CPC All rights reserved.
This book, or parts thereof, may not be reproduced in any form without permission from the publisher; exceptions are made for brief excerpts used in published reviews.
Published by
Jumping Dude Media
1305 1/2 Barnard Street Suite 5
Savannah, GA 31401
www.knockemdead.com
ISBN 13: 978-0-9797146-5-8
EPUB ISBN 13: 978-0-9912704-8-4
Many of the designations used by manufacturers and sellers to distinguish their product are claimed as trademarks. Where those designations appear in this book and JumpingDude Media was aware of a trademark claim, the designations have been printed with initial capital letters.
Library of Congress Cataloging-in-Publication Data is available from the publisher.
This publication is designed to provide accurate and authoritative information with regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional advice. If legal advice or other expert assistance is required, the services of a competent professional person should be sought.
—From a Declaration of Principles jointly adopted by a Committee of the American Bar Association and a Committee of Publishers and Associations
This book is available at quantity discounts for bulk purchases. For information, please call 678. 815. 5996.
DEDICATION
That you may learn to control your destiny and get what you want out of life.
ACKNOWLEDGMENTS
I would like to thank the following people for their help in bringing Knock ’em Dead: Hiring the Best to life: Karen Cooper at Adams Media for inviting me to do the book, and the erudite Peter Archer for managing the project with his usual editorial aplomb and gentle wit. William Yate for the sure editorial hand and copyediting skills that allowed us to bring in a great book with almost impossible deadlines. And last, but not least, my friend and spouse Angela Yate for her business management and people skills, which helped keep the world at bay, allowing me to concentrate on keeping Will and Peter happy.
C ONTENTS
PART I: THE SECRETS OF EFFECTIVE HIRING
The ingredients for success in management. We connect the dots between hiring effectively and managing productively , and learn how to create useable Job Descriptions, read between the lines of resumes, screen candidates with phone interviews, and structure interview sequences.
CHAPTER ONE : Management—The Path to Success
Management is about getting work done through others , but in order to manage productively you must first learn how to hire effectively.
CHAPTER TWO : Defining the Job
You have to know what you are looking for if you want to have any hope of finding it. While every job is unique, all jobs share little known but critical foundations that lead to success. Learn to apply these insights as you define the real responsibilities and deliverables of any job opening.
CHAPTER THREE : How to Crack a Resume
Learn how to read resumes quickly and efficiently, scan for anomalies, find the information you need, and build a long list of potentially qualified candidates.
CHAPTER FOUR : Telephone Interviews: The Great Timesaver
Increase personal productivity by using phone interviews to screen candidates and create a short list for in-person interviews. How to organize “phoners,” what questions to ask, when and how to make go/no-go decisions, and how to bail out with grace.
CHAPTER FIVE : Backstage Passes: The Art and Science of Interviewing
How to structure your interviews, set the tone, and read body language. Learn the best interview, conversation control, and questioning techniques, including eleven ways to ask any question, and when and why to use each one.
CHAPTER SIX : Multiple Interviews and Second Opinions
More complex professional jobs call for analysis of skills in more areas, requiring more interviews and offering greater decision-making challenges. Learn practical approaches to sequencing interviews and maximizing the utility of second opinions.
PART II: PRACTICAL STRATEGIES FOR EFFECTIVE SELECTION
How to avoid duplication in multiple interviews, structuring them to cover ability, motivation , and manageability in a logical progression. Plus learn which questions to ask, when and why to ask them, and what to look for in the answers.
CHAPTER SEVEN : The Seven Secrets Behind Successful Hires
There are seven practical strategies to ensure effective selection and productive management. Internalize them now and they will serve you throughout your career.
CHAPTER EIGHT : The First Interview: Ability
In the first interview, your focus is on ability : the responsibilities of the job, their deliverables , and the technical skills that enable a candidate to do the job.
CHAPTER NINE : The Second Interview: Motivation
Once a candidate’s ability is determined, focus shifts to determining motivation, commitment , and energy level as differentiating factors. There is a difference between the ability to do a job and the willingness to take the rough with the smooth that goes with every job.
CHAPTER TEN : The Third Interview: Teamwork and Manageability
How to determine manageability and team spirit. The people you hire must be manageable and able to get along with others. These critical issues are addressed only after determining ability and then motivation.
PART III: DIFFERENT JOBS, DIFFERENT QUESTIONS
An examination of the challenges of hiring for the administrative support positions that help departments run; the sales positions that bring in the revenue; the hiring managers who run the department; and upper management, the decision makers who guide the company through its life cycle.
CHAPTER ELEVEN : The Entry-Level Hire
Discover the best questions to evaluate candidates who have little or no professional experience.
CHAPTER TWELVE : The Administrative Hire
Hiring the right administrative support people can make a big difference to the department’s success. Asking the right questions can result in hiring one of your most valuable assets.
CHAPTER THIRTEEN : The Sales Hire
Nowhere are the stakes higher for you, your company, or your career than when you’re hiring sales professionals, the most sophisticated communicators around. Discover the best questions to ask, and how to remain objective.
CHAPTER FOURTEEN : The Management Hire
When you hire a manager, you face the added complexity of hiring a member of your team who in turn will hire others. Discover the best questions to navigate such a challenge. These are also the questions and issues that you will face the next time you look for a job or promotion yourself.
CHAPTER FIFTEEN : Executive Decisions
The special considerations and questions to ask, and what to look for in the answers, when hiring for Director, VP, and C-Level positions.
PART IV: THE BIG PICTURE: HIRING EFFECTIVELY AND MANAGING PRODUCTIVELY
Discover how to make final decisions and check references. We move from hiring effectively to managing productively and learn how to get new hires up to speed, turn around problem workers, make the most of the plodders, and keep your superstars happy.
CHAPTER SIXTEEN : Hiring the Best
Reviewing the building blocks of reaching good decisions. Learn how to check references and then make that final decision that leads to hiring the best.
CHAPTER SEVENTEEN : How to Empower Success
How to get new hires productive fast, get the most out of your plodders, turn around troubled employees, and nurture your superstars.
APPENDIX : Interviewing Within the Law
Index
PART I
T HE S ECRETS OF E FFECTIVE H IRING
In this section, we’ll talk about the connectivity between hiring effectively and managing productively , plus look at how to create a customized Job Description, read a resume in six seconds, save time by screening with phone interviews, and structure and conduct face-to-face interview sequences.
ONE
M ANAGEMENT — T HE P ATH TO S UCCESS
There’s no question that management, with its combination of financial reward and social respect, is still the traditional icon of success. Yet there’s a myth in the corporate world that can snatch that success away: the myth that on promotion into management you become mysteriously endowed with all the skills of a manager. That’s magical thinking.
Successful management is an ongoing, all-too-often overlooked learning experience. This is your life and your career, and it’s your responsibility to develop the skills that lead to survival and prosperity on the management ladder.
Getting Work Done Through Others
Management skills cover a wide range of proficiencies, but they all boil down into one simple phrase: getting work done through others. This is the essence of your job: You are responsible for the individual performance and collective productivity of your reports. This holds true whether you are in your first management job with just a few reports, or you’re a senior manager with thousands under your guidance and command.
The Secret to Successful Management
The secret is that in order to manage productively , you must first hire effectively. If you make poor hires, the odds are that those hires will not be productive individuals or team players willing to work for the success of your department (and therefore your success). Hiring effectively is at the core of getting work done through others —it is the foundational skill of successful management. If you cannot hire effectively , you will never be able to manage productively , and you will fail as a manager.
The focus of Knock ’em Dead: Hiring the Best is to help you learn to hire effectively so that