Page 151 - Company Excellence

Company Excellence through Matching in Recruiting

In order to support the relevance of the question competence with
a practical and illustrative example, I return to the company that is
looking for a saleswoman with a high red-yellow content and a
strong economic motive and drive, whereby I expand the description
as follows: The saleswoman should be strong in the areas of
customer service, resilience, excellent self-leadership, high goal
orientation, pronounced interpersonal communication, willingness
to assume personal responsibility and accurate listening.
Furthermore, in addition to the economic value, the individualistic and
the theoretical value or driver should also be highly pronounced in
her.
The company has shortlisted several applicants and invited them
to an application or recruitment interview. Of course, the application
documents have already indicated that they meet the criteria
mentioned, but now it's a matter of detailed analysis. In the interview,
a recruiter with experience in matching wants to check what makes
each person tick and to what extent they fit the vacant position. In the
case of one applicant, the external appearance, body language and
small talk leave a good impression; the fit seems to be there. To verify
this impression, the recruiter asks a few questions to assess the three
most important drivers:
The key matching questions on economic value and motivator:

• "How important is it for you to make a lot of money? What does
it mean to you to have a lot of money?"
• "Where do you want to be financially in the next x (five/ten)
years? Why do you want to be there? Which alternatives
are possible for you?"
• "What role does a high salary play in your career choice or
decision to keep a job?"

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