SmartMoves! - Blog

Do you remember your first day of school? That moment
standing at the bus stop, lunch box in hand, waving your mother good-bye, and your heart beating faster than ever. Well starting at a new job feels the same way. We’ve all been there – dressed in your finest business attire with butterflies in your stomach as you enter through the doors of a brand new job. But did you know it’s estimated that 45% of new-hires fail within 18 months?

That’s why investing in a welcoming and structured onboarding process will help reduce such turnover and increase new-hire effectiveness. An effective onboarding process isn’t just a routine checklist; it should be a comprehensive
process that makes the new employee feel comfortable and acquainted. When a
new-hire anxiously walks in the door, they need an extra boost of confidence –
and a structured, friendly introduction will help. A successful onboard leads to
a successful organization! Here are five factors your onboarding process should
have:

1. Team involvement. Onboarding a new employee should involve the
entire team. It’s not just the HR department or the hiring manager’s concern,
but all team members should be involved in welcoming new hires. Taking new
employees to lunch or assigning a mentor will help build relationships and show
the newbie that the company values them.

2. Consistent structure. Whether you’re onboarding a new secretary,
associate or top manager, the process needs to be consistent for all employees
and reflect the company values. A set structure helps the employee as well as
the team and administration. Remember, it’s all about making the transition as
smooth as possible.

3. Prepared desk and equipment. In addition to structure, make sure
that everything – from the desk, office supplies, security badges, computer
passwords, phone numbers and access keys – are prepared for the new hire. You
want them to feel at home!

4. Information. The most important part of the onboarding process is
making sure the new employee has access to all the information they need to
succeed in their position and know the company. It’s a good idea to set up
meetings with subject-matter experts so the new employee can grasp the
organization’s goals, policies and practices.

5. Check-ups. The onboarding process doesn’t stop after the first day
or the first week. It’s important to have regular “check-ups” with your new
employee, ensuring they are comfortable and offering them the support they need
to be successful.

At the end of the day, the onboarding process is the employee’s first
impression of the company culture and it should introduce the organization
values. Now that you have a successful onboarding process in place, it’s time to
focus on training and developing these new employees to succeed! Call us to access a free report
“Training and Developing Employees to Succeed”. 415-456-1990 or email us at assess@smartmovesinc.com


from the book BRILLIANT MISTAKES | Paul J. H. Schoemaker, excerpted in Inc Magazine Mar 20, 2012

You’re the boss, but you still spend too much time on the day-to-day.

Here’s how to become the strategic leader your company needs.

shutterstock images

In the beginning, there was just you and your partners. You did every job. You coded, you met with investors, you emptied the trash and phoned in the midnight pizza. Now you have others to do all that and it’s time for you to “be strategic.”

Whatever that means.

If you find yourself resisting “being strategic,” because it sounds like a fast track to irrelevance, or vaguely like an excuse to slack off, you’re not alone. Every leader’s temptation is to deal with what’s directly in front, because it always seems more urgent and concrete. Unfortunately, if you do that, you put your company at risk. While you concentrate on steering around potholes, you’ll miss windfall opportunities, not to mention any signals that the road you’re on is leading off a cliff.

This is a tough job, make no mistake. “We need strategic leaders!” is a pretty constant refrain at every company, large and small. One reason the job is so tough: no one really understands what it entails. It’s hard to be a strategic leader if you don’t know what strategic leaders are supposed to do.

After two decades of advising organizations large and small, my colleagues and I have formed a clear idea of what’s required of you in this role. Adaptive strategic leaders — the kind who thrive in today’s uncertain environment – do six things well:

Anticipate

Most of the focus at most companies is on what’s directly ahead. The leaders lack “peripheral vision.” This can leave your company vulnerable to rivals who detect and act on ambiguous signals. To anticipate well, you must:

  • Look for game-changing information at the periphery of your industry
  • Search beyond the current boundaries of your business
  • Build wide external networks to help you scan the horizon better

Think Critically

“Conventional wisdom” opens you to fewer raised eyebrows and second guessing. But if you swallow every management fad, herdlike belief, and safe opinion at face value, your company loses all competitive advantage. Critical thinkers question everything. To master this skill you must force yourself to:

  • Reframe problems to get to the bottom of things, in terms of root causes
  • Challenge current beliefs and mindsets, including your own
  • Uncover hypocrisy, manipulation, and bias in organizational decisions

Interpret

Ambiguity is unsettling. Faced with it, the temptation is to reach for a fast (and potentially wrongheaded) solution.  A good strategic leader holds steady, synthesizing information from many sources before developing a viewpoint. To get good at this, you have to:

  • Seek patterns in multiple sources of data
  • Encourage others to do the same
  • Question prevailing assumptions and test multiple hypotheses simultaneously

Decide

Many leaders fall prey to “analysis paralysis.” You have to develop processes and enforce them, so that you arrive at a “good enough” position. To do that well, you have to:

  • Carefully frame the decision to get to the crux of the matter
  • Balance speed, rigor, quality and agility. Leave perfection to higher powers
  • Take a stand even with incomplete information and amid diverse views

Align

Total consensus is rare. A strategic leader must foster open dialogue, build trust and engage key stakeholders, especially when views diverge.  To pull that off, you need to:

  • Understand what drives other people’s agendas, including what remains hidden
  • Bring tough issues to the surface, even when it’s uncomfortable
  • Assess risk tolerance and follow through to build the necessary support

Learn

As your company grows, honest feedback is harder and harder to come by.  You have to do what you can to keep it coming. This is crucial because success and failure–especially failure–are valuable sources of organizational learning.  Here’s what you need to do:

  • Encourage and exemplify honest, rigorous debriefs to extract lessons
  • Shift course quickly if you realize you’re off track
  • Celebrate both success and (well-intentioned) failures that provide insight

Do you have what it takes?

Obviously, this is a daunting list of tasks, and frankly, no one is born a black belt in all these different skills. But they can be taught and whatever gaps exist in your skill set can be filled in. You can begin by getting feedback from your peers and direct reports.  Be willing to listen to their perceptions and assuming they have your best interest at heart, acknowledge their input and take the necessary action to improve your strategic thinking.


Top 10 Reasons Boiled Down to 1

Erika Anderson, a contributor at Forbes writes about Eric Jackson, a fellow blogger that she follows and finds both funny and astute. Eric wrote a really spot-on post last month about why top talent leaves large (and small) corporations. He offered ten reasons, all of which I agreed with – and all of which I’ve seen played out again and again, over the course of 25 years of coaching and consulting.  The post was wildly popular – over 1.5 million views at this writing.

So why do we find this topic so interesting?  I suspect it’s because we’re genuinely curious: What would make a very senior executive – someone who most certainly has been courted by his or her organization and then paid huge sums of money to join – decide to pack it in?  Is it greed (an even richer offer down the street)?  Hubris? Short attention span?  Or do 1%ers actually leave jobs for the same reasons  as the average Joe or Josie?

According to Jackson (and, again, I agree with him) top talent does indeed leave for the same reasons everyone else does.  If I were to distill his ‘top ten reasons’ down to one, it’s this:

Top talent leave an organization when they’re badly managed and the organization is confusing and uninspiring.

About half of Eric’s ten reasons are about poor people management – either systemically, as in poor performance feedback, or individually, as in, my boss sucks.  And the other half are about organizational lameness: shifting priorities, no vision, close-mindedness.

It really is that simple. Not easy, mind you, but remarkably simple. If you want to keep your best people:

1) Create an organization where those who manage others are hired for their ability to manage well, supported  to get even better at managing, and held accountable and rewarded for doing so.

2) Then be clear about what you’re trying to accomplish as an organization – not only in terms of financial goals, but in a more three-dimensional way. What’s your purpose; what do you aspire to bring to the world? What kind of a culture do you want to create in order to do that?  What will the organization look, feel and sound like if you’re embodying that mission and culture?  How will you measure success?  And then, once you’ve clarified your hoped-for future, consistently focus on keeping that vision top of mind and working together to achieve it.

I’ve worked with client organizations that do those two things, and people stay and thrive.  I’ve worked with and observed client organizations that don’t – and it’s a revolving door.  And that’s true at all levels – not just for “top talent.”

It’s fascinating to me: Why don’t more CEOs and their teams make sure these two things happen in their organizations?  What do you think?

The 7 Habits of Spectacularly Unsuccessful Executives Eric Jackson Eric Jackson Contributor


Jeffrey Meyers researched and edited this
article.

One analogy for managing talent and optimizing job fit could be that of a car’s gears: you can’t have everyone operating only in low/first gear or high/fifth gear (and you certainly don’t want them going in reverse!). But perhaps a better analogy I recently heard described a team by saying “We need less ‘deer in the headlights’ and more ‘eye of the tiger.’” It paints a vivid picture and makes you wonder which animal your staff resembles more.
When you think about your employees, you might subconsciously categorize them into performance groups of stellar, subpar, and those in the middle. Some are outgoing and aggressive (i.e., tigers), while others leave you wondering how much they “get it” and are they more trouble than the value they add (i.e., deer)
Optimizing talent in your organization is an important goal that is likely
ever changing. The types of people you hire, develop, and promote should
represent different skill sets, backgrounds, and levels of expertise in order to
fulfill the various roles that make up a company.
You can’t have all tigers or all deer. A healthy organization has the right
people in the right roles:
  • Tigers are aggressive and focused on their goal. They are predators and don’t hesitate to target, stalk, and attack their prey. They are lean and muscular, not bulky or clumsy. They are territorial yet also sociable.
  • Deer are more placid, timid, and easily spooked. They are typically
    non-threatening, although they can do serious damage if you run into one, or if they stumble into an unfamiliar environment. However, be careful not to prejudge this group too quickly, for the antlers on large bucks are reminders of their experience, wisdom, and grandeur.
When I think of the phrase “eye of the tiger,” my mind first recalls the
stirring theme song by Survivor from Rocky III. (Guess I’m showing my
age there.) Central to the plot of that movie was a former adversary helping
Rocky to rekindle the fire inside, find his aggression, and the will to fight.
To do that, he needed the eye of the tiger. If you can look past the wardrobe
from the post-disco era, the message is very timeless and relevant to managing
talent.
Aggressive sales people epitomize tigers in business, although they can be
found across all functions throughout an organization. These people are
generally forward thinking and extremely achievement-oriented. While they will certainly help you reach your targets, they can also be difficult to rein in at times and control. Unless yours is a sales organization, you’d likely not want an organization made up exclusively of tigers – they administrative tasks and mundane work would likely suffer.
Conversely, when you think of “deer in the headlights,” that startled gaze
makes you worry that the person doesn’t know what they’re doing or aren’t up to the task. Try to assess whether they need extra coaching, training, or mentoring to do the job. If the goal was a stretch, then this could be a reasonable learning experience. But if you’ve hired someone you thought was a good candidate, only to find they’re not as qualified as the interview process led you to believe, then this is a good case for using assessments
to improve the likelihood of success of your new hires. The same could be said of promotions and other job moves.
Four Factors for Getting from Deer in the Headlights to Eye of the
Tiger
What can you do with an existing employee who loses confidence or looks like a deer in the headlights? Here are four factors that can contribute to the
effect as well as resolve it:
  • Skill Level: Does the person possess the right technical skills,
    experience, and critical thinking to be able to perform the job successfully?
    Can they be trained to learn, or are they so far over their head that finding them a new role (or firing them) is the better option?
  • Job Fit: Did you take a successful individual performer and move them prematurely into a managerial or supervisory role? Is the person talented, but outside their level of capability?
  • Communication: Message sent does not equal message received. How clearly was the assignment communicated and explained? Is this a new task in which all are finding their way, or are there examples to reference or incumbents to consult for getting back on track?
  • Manager Effectiveness: When you see your employees struggling, don’t be quick to blame them. Consider how effectively you have assigned tasks (are their gaps or overlaps among employees?), communicated the job (what might sound
    simple to you might not be to them) and how it fits in with the objectives of the department and company. Have you issued conflicting directives?
Beyond these factors, it is also possible that the person is suffering from
other non-work-related issues that have caused them to lose focus. This is where an open culture of dialogue can greatly benefit both the employee and
organization. Try talking to the person in a non-threatening way to determine the root of the problem and see if can be easily corrected. If the problem persists, document the steps you’ve taken and set performance goals to be met or used as grounds for dismissal.

Management Tip: See Yourself Through the Eyes of Your Employees

Posted by Aoife Gorey on Mon, Jan 23, 2012

If a stranger asks you to rank your management team on a scale of one to ten in areas such as communication, delegation, etc, what would you say? Most people would rank them unrealistically high for fear that their answers would get back to their boss. How many of you can say that you would answer 100 percent truthfully in your own opinion? management tip

Despite all the trainings and coaching that management personnel can put employees through, a true manager also knows that they themselves are not perfect and they can always improve their management skills. Most of us work with a variety of people, and all people require different levels and amounts of coaching and mentoring from their superiors.

Everybody cares about what others think of them, it’s human nature. But what if you could find out exactly how you were perceived as a manager in your organization? Think how you could use that information to motivate and engage your employees better.

Feedback programs can be a sensitive subject for all parties involved because of fear. Managers fear they are not doing a sufficient job and employees fear if they are honest, they will get in trouble for any negative feedback toward their manager.

As a manager, you may think you are an outstanding communicator, but how do you rank in the eyes of the people in which you are communicating? How are you perceived as a manager?

The Checkpoint360™ is a tool that looks at how a manager thinks he conducts work on a daily basis and how the employee perceives the work of this manager. Both parties (manager and employees) carry out the assessment and reports two important factors:

1. Strengths – The areas you and your employees consider you to have a strength. The ‘keep doing’ items.

2. Perception by others - This outlines the areas that you may not be as strong. This could be one of two things: A performance gap is when you may think you delegate work effectively on a day-to-day basis, however, your people may be unsatisfied with your method for doing so. It could also be a perception gap. You may be delegating work effectively each day, but employees perceive that you are not. With these types of results, depending on the issue, the Checkpoint360™ report will provide you with a positive direction on how to change that and raise your game.

Either way, once you know how your people are thinking, you can modify behavior, change the way you manage, work on your skills, and immediately raise your game as a superior manager. In the example of delegating work effectively, perhaps you need a weekly meeting where employees outline the work that was appointed to them so all employees can see how you are delegating the work load. The team will have a clear outline of what is required of them and possibly notice ways that they can help each other work more effectively.

The Checkpoint360™ is only focused on strengths and development areas, not weaknesses. It is not about attacking managers; it is about helping them develop skills by means of strength analysis report.

Equipping your organization with the Checkpoint360™ solution has numerous benefits, but one in particular is priceless and one that most managers will never have in their career: A view of yourself in a working environment through the eyes of the people you are trying to motivate that work for you!


Effective sales managers need to A.C.T. – Assess, Compare and Train

So you hired a new sales rep. He seems highly qualified: great resume, very personable, relevant work experience, and he nailed the interview. Now months go by and he just isn’t delivering the numbers. What’s going on? Is it time to let him go? Or can he be coached?

Recent research from CSO Insights‘ sales survey shows that coaching sales reps is the number one key to helping them rev up their sales. So, a greater emphasis on coaching is a necessity that will help your new sales hires become fully productive faster and more efficient.

Once you notice a potential problem with a sales rep, you want to be proactive about it before the problem gets worse. It’s important to coach early and coach often!

How do you go about effectively coaching an underperformer? Here are three fundamental steps managers must take to coach and develop underperforming sales reps:

  1. Assess. Before you begin coaching, you need to know and understand the individual as best as you can. You need to know their specific strengths and weaknesses, skills and attributes, and personality and behavioral traits. Most of this information isn’t found in a single job interview or resume. To fully understand them, you need to assess them! SmartMoves offers the Profiles Sales Assessment that specifically measures how well a person fits sales jobs and includes seven critical sales behaviors: prospecting, call reluctance, closing the sale, self-starting, working with a team, building and maintaining relationships, and compensation preference.
  2. Compare with Top Performers. After the underperformer takes an assessment, then you can compare their results to those of a top performer. In doing this you will be able to see the areas where the individual is struggling. The differences will show where the underperformer needs to improve to succeed.
  3. Train and develop. Once you know the areas the individual is struggling in, you can give them appropriate sales training aimed to improving those traits or behaviors. Let’s say an individual scored lower in the area of assertiveness, then the sales manager can cater training to specifically improve the sales rep’s ability to not take no for an answer.

When sales managers “A.C.T.” they can effectively coach their sales reps to improve their numbers and reach their full potential.


I thought this book review was ”right on”.  I hope you enjoy it:

In ‘The Rare Find,’ George Anders looks at how the U.S. Special Forces, Silicon Valley venture capitalists, basketball scouts and others identify and hire exceptional talent.

Originally printed in the LA Times, December 4, 2011

So much time is wasted searching for talent. So many job fairs, college recruiters and human resources staffs troll for warm bodies and fresh minds, all making the same mistakes: recruiting on credentials rather than potential, experience rather than imagination. Bad hiring is expensive, time-consuming and utterly wasteful for any business.

George Anders, a veteran business journalist, provides some help, asking questions of everyone including the U.S. Special Forces, Silicon Valley venture capitalists and basketball scouts to help us understand how to identify exceptional talent.

In Anders’ new book “The Rare Find” published by Portfolio, he writes despairingly that “executives shy away from the mavericks, the late bloomers, the overachievers with the underdog past, or the inexperienced newcomers with the amazing potential.”

“We are so afraid of making a mistake that we have lost the courage to do anything spectacularly right.”

With Western economies in their current perilous state, the old methods need to be tossed out.

Anders has assembled a wide-ranging and stimulating collection of characters and stories to make his point.

He starts out describing the “five-to-one test,” the idea that the best performers are not just a little better than the rest, but better by a factor of five. Sports teams, crack military units and technology investors are not looking just for someone ahead of the rest by a nose, but rather someone exceptionally better.

The U.S. Special Forces, for example, is not looking just for the fittest or strongest candidates. It wants candidates with cunning and resilience, problem solvers who quickly bounce back from adversity.

These qualities are all but invisible on a resume but emerge during the sadistic trials aspiring recruits must endure. Does the recruit keep himself tidy even during a long, exhausting march? Does he break the rules when he thinks no one is watching?

Anders tells the story of Albertsons, the grocery chain, deciding to hire Larry Johnston as its chief executive in 2001. Johnston had been very successful at General Electric, rising through its competitive managerial ranks. He was also good looking and 6-foot-7, a CEO from central casting.

Albertsons’ board of directors was delighted to hire him. But Johnston turned out to be hopeless at running a grocery chain. By 2006, Albertsons’ financial performance had stumbled badly and the company was broken up and sold. Johnston was out of a job.

The directors’ mistake was to assume that success in one field foretold success in another. They had forgotten management guru Peter Drucker’s key maxim when hiring: “Think through the assignment.” You don’t hire a person just because they have done well in the past. You hire someone to fill a specific job which requires the achievement of specific outcomes in a certain context.

To avoid mistakes like those at Albertsons, Anders has all sorts of recommendations. These include decoding “jagged resumes,” full of ups and downs and strange career choices, but which nonetheless may be ideal, as well as running lengthy auditions for recruits and looking outside your own field for inspiration and talent.

It is much better, he writes, to “compromise on experience” than on character. Facebook hires about 20% of its engineers via online puzzle contests. Anyone can enter, which brings all kinds of programmers into the company’s orbit, many self-taught and outside the usual educational or corporate channels.

Anders also recommends searching for the “invisible virtues” such as efficiency, curiosity, self-reliance and — above all — resilience, and then being extremely optimistic about your hires, at least at the outset.

Many recruiters hire out of fear, making safe choices, ruling out reward as well as risk. It is the HR version of the old saw about no one getting fired for hiring IBM.

To find exceptional people, he writes, one should think about what can go right, not dreading what might go wrong.

Anders does not offer easy prescriptions. Finding and nurturing exceptional talent, despite his pointers, remains difficult. But the reward to those who bother can be colossal.

Broughton is a columnist for the Financial Times of London, in which this review first appeared, and he is the author of “Ahead of the Curve: Two Years at Harvard Business School.”


 

By Kyle Lagunas, HR Analyst at Software Advice.  Guest Post

Business leaders invest a lot in their organization, and expect to see a tangible return on their investments. But as organizations search for opportunities to maximize the ROI of their workforce, they one process is often overlooked: onboarding. Sadly, the onboarding experience is often reduced to little more than a checklist of tasks to be completed in the first week. But the fact that many leaders fail to leverage is that an employee that experiences a smoother onboarding process will be better trained, more connected to the organization and quicker to produce.

Your decision-makers need to know their resources are being put to good use, and with the right metrics at your disposal, you can deliver the information they’re looking for. After all, the key to making the case for future resource allocation lies in being able to illustrate the effectiveness of your onboarding process.

Establish a Baseline for Measuring Onboarding ROI

The biggest obstacle many HR departments struggle to overcome is establishing a baseline for how their organization will assess ROI. Fact: Evaluating the value of an enhanced HR process is not always a straightforward process. As such, spending time with leadership to establish a baseline for measuring ROI is invaluable.

There are a few key concepts to keep in mind when establishing your baseline to measure ROI:

  • Onboarding should be consistent. All of your fancy data gathering will be for naught unless you can roll out a universal process for onboarding new hires.
  • The onboarding process is more than a checklist. Though checklists are great for staying organized, your new hires’ success depends on your ability to get them connected to your organization and keep them connected beyond their first day.
  • The onboarding process goes beyond the first week. Though the normal probationary period for new hires is 90 days, The Wynhurst Group reports 22 percent of staff turnover occurs in the first 45 days of employment.

How to Brave the Metrics Madness

After identifying what information will be most valuable, you can implement tracking strategies. Keep in mind that some of the data you measure won’t be cold, hard facts that fit nicely into a spreadsheet. That said, there are three areas you can focus on for information: performance, experience and effectiveness. Also, broaden your scope beyond your new hires to measure the impact at various levels (team, department, organization).

Here are a few ideas of what you can measure (as well as how frequently):

  Employee(30, 60, 90, 180, 360 days) Team(Quarterly) Organization(Semi-annually)
Performance Progress milestones Change in overall productivity Headcount vs. output
Experience Employee satisfaction Impact on team morale Cultural fit vs. retention
Effectiveness New hire time to proficiency New hire time to proficiency vs. team average Impact on retention (both quits and terminations)

 

For Maximum ROI, Take Engagement Beyond Onboarding

The best metrics should be forward-thinking analytics tools. According to Dr. John Sullivan at TLNT.com, “They tell you who’s going to win the Superbowl next year, not who won last year.” Furthermore, they should provide the information you need to win the Superbowl every year.

At the end of the day, your ROI is answering one question above all: What is the value of onboarding new employees more effectively? Here’s a hint: Take a look at your metrics and note improvements in employee performance, time to proficiency and increased retention. Once you can answer that question, move onto the next question: “How can we maximize the value of a better-onboarded employee?”

One way you can maximize this value is to keep the momentum going. Many organizations leverage the tools and technology found in talent management systems to better manage the process of engaging and motivating their employees. Beyond core talent management functionality, these systems also offer reporting analytics and dashboard elements that provide the information you need to support your ROI analysis.


From an article in Time Magazine online
How much do Americans hate their jobs? A Gallup poll found that about 77% of Americans hate their jobs. Another found Americans hate their jobs more than in the past 20 years; fewer than half say they’re satisfied. Other surveys have found that 87% of Americans don’t like their jobs.
In the Book, Three Signs of a Miserable Job. Patrick Lencioni, a leadership consultant, speaker and author, writes this thoughtful e-mail:
I became interested in this topic because, as a kid, I watched my dad trudge off to work each day and became somewhat obsessed with the notion of job misery. Somewhere along the line, I came to the frightening realization that people spend so much time at work yet so many of them were unfulfilled and frustrated in their jobs. As I got older, I came to another realization – that job misery was having a devastating impact on individuals, and on society at large. It seemed to me that understanding the cause of the problem, and finding a solution for it, was a worthy focus for my career.
No argument there. So how does Lencioni define a miserable job?
In my view, a miserable job is not the same as a bad one. A bad job lies in the eye of the beholder. One person’s dream job might be another person’s nightmare.
But a miserable job is universal. It is one that makes a person cynical and frustrated and demoralized when they go home at night. It drains them of their energy, their enthusiasm and their self-esteem. Miserable jobs can be found in every industry and at every level. Professional athletes, CEOs and actors can be – and often are – as miserable as ditch diggers, janitors and fast food workers.
Huh. CEOs are miserable?
Attend any kind of social gathering, anywhere in the country, and talk about work. The stories and anecdotal evidence confirming job misery are overwhelming. Misery spans all income levels, ages and geography. A recent Gallup poll found that 77% of people hate their jobs. Gallup also contends that this ailing workforce is costing employers more than $350 billion dollars in lost productivity. The Conference Board has found that Americans are growing increasingly unhappy with their jobs.
Anyway, his book outlines three signs of job misery:
1.  The first is anonymity, which is the feeling that employees get when they realize that their manager has little interest in them a human being and that they know little about their lives, their aspirations and their interests.
2.  The second sign is irrelevance, which takes root when employees cannot see how their job makes a difference in the lives of others. Every employee needs to know that the work they do impacts someone’s life – a customer, a co-worker, even a supervisor – in one way or another.
3.  The third sign is something I call immeasurement, which I realize isn’t actually a word. It’s the inability of employees to assess for themselves their contribution or success. Employees ho have no means of measuring how well they are doing on a given day or in a given week, must rely on the subjective opinions of others, usually their managers, to gauge their progress or contribution.
So what do we do about all this job misery?
The primary source and the potential cure for this misery reside in the hands of one individual – the direct manager. There are countless studies confirming this statement, including both Gallup and The Blanchard Companies. Both organizations have found that an employee’s relationship with their direct manager is the most important determinant to employee satisfaction (over pay, benefits, perks, work-life balance etc).
As simple as the three signs are, the fact remains that few managers
1. take a genuine interest in their people,
2. remind them of the impact that their work has on others, and
3. help them establish creative ways to measure and assess their performance.
But surely managers want a relatively happy staff; after all, happy workers are hard workers. Besides, what jerk would want to head up an office teeming with misery? Why wouldn’t a manager take those easy-sounding steps to ensure a satisfied workforce?
First, many managers think they are too busy. Of course, the real problem is that most of those managers see themselves primarily as individual contributors who happen to have direct reports. They fail to realize that the most important part of their jobs is providing their people with what they need to be productive and fulfilled (a.k.a. not miserable) in their jobs.
The second reason that managers don’t provide their employees with the three things they need is that they simply forget what is was like when they were a little lower on the food chain. They somehow forget how important it was to them when a supervisor took an interest in them, talked to them about why their work really mattered and gave them a means for evaluating their progress.
Finally, many managers don’t do this because they are embarrassed or afraid to try. They fear that their employees will see them as being disingenuous or manipulative, or that by taking an interest in their personal lives they will be stepping into inappropriate territory. It’s almost as though they fail to understand the difference between the interview process (where no personal questions are allowed) and the actual work experience (treat people like a full human being).


Behavioral interviewing takes preparation and organization. Being prepared will make the interview go smoothly and get you the information you need — fail, and you’ll end up with an interview that is biased and ineffective.

The first thing you must be aware of is to avoid your ‘gut feeling’ – intuition and instinct have a powerful place in the business world, but behavioral interviewing is a strict science. Applicants come into an interview determined to project the most positive image they can regardless of their actual skills and abilities — and some people are simply gifted with the ability to ‘sell you’ on that image. The existence of these natural salesmen make the science of behavioral interviewing a very important discipline to maintain.

The first goal should always be to develop a set of bias-neutral questions that will determine if the candidate has the knowledge, skills, and abilities to complete the job. The best predictor of future behavior being past behavior, these questions should focus on relevant experiences from the applicant’s history. Focus on open-ended questions that encourage reflection, long answers, and details. Make a list of such questions.

When the interview actually starts, stick to your script. No matter how interesting or intriguing a story is, don’t allow the applicant to derail the focus of the interview. Remember the amount of preparation you put into this interview, and don’t let it go to waste by improvising or wandering off-script.

Give the applicant plenty of time to answer these questions — don’t feel the need to fill any long silences; allow them space to think. When they do answer, take lots of notes. Not only will that force your focus onto the salient details, but it will help you remember your instantaneous responses to the answers given when the time comes to review the applications later on. Fail to take notes, and you run the risk of relying on your intuition rather than an accurate memory of the answers given.

Keep strictly to this careful behavioral interviewing process, and your chances of hiring top performers expand exponentially.


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