HOW TO HIRE THE PERSON YOU WANT - PART II

COMMON DENOMINATOR OF PRODUCTIVE PEOPLE

People who are productive, one common denominator between these people is that before they start to work for you they want to know their result. They might even come to you and say “Tell me exactly what you want me to deliver for you.”

YOU NEED TO KNOW THE PRODUCT OF THE POSITION YOU ARE HIRING FOR

So, being involved in hiring as a recruiter or executive you need to know exactly what the product is of the position you are hiring for. If you are hiring a Managing Director what is the product of a Managing Director? It’s very simple, an expanding and viable company: meaning it makes more money than it spends. You can measure it very easily, for example Total Turn Over or Profit Level or number of sold products in the hands of the consumers.

THE KEY TO SUCCESSFUL HIRING IS FOCUSING IN ON RESULTS AND PRODUCTION

You will find that people who can get a product have a concept of that product and how to achieve it. The person who is going to build a house, for example, already when he just has the idea of what he is going to do will see the completed house. He sees exactly how it will look when completed. He also has ideas about the actions to take and is willing to put himself or herself through all of the barriers to achieve that product.

From experience I can tell you that if you find people who have had an idea and were able to pull it through to a product, regardless of what area they did it in, you will find they are normally people who you can make very successful in your operation too.

DIFFERENT TYPES OF EMPLOYEES

However, you will also see people who just come up with lots and lots of ideas. They always come up with a new idea, What about this? What about that? We can do this. We can do that. But there is never any action from them. Then we have some people who don’t have any ideas but they are just doing actions, actions, actions, actions but also never carry it through to a result.

You may have seen the guy who is always busy, always having a lot of papers, he looks very, very busy, working hard. One day he is sick and you don’t know what’s missing, nobody is missing anything it’s just little calmer in the corridor.

Then you might have another person, she normally sits pretty still, working at her desk, she is quite quiet, not very visible, but one day she is gone. The result is chaos, catastrophe, everywhere there are problems. Here you had a person that delivered a lot of products.

A simple experiment you could do is just look at the people in your departments or organization and ask yourself “Okay what about if this person wouldn’t turn up tomorrow, what’s going to be missing?” and if you feel “Wow, it would be nice if that person didn’t come tomorrow. Wow it would be easy to produce then.” Yeah then you would realize that the lowest value of a person in an organization is not zero, a person can easily have a negative influence on the organization. Meaning, it actually costs you money to keep that person there. And how minus can a person be? This is pretty much limitless; we have seen huge corporations get into severe trouble, if not bankruptcy just because they hired one wrong guy. And for sure the higher in the organization you make such a mistake the more it’s going to cost you. But we should not underestimate how even lower level personnel can cause tremendous costs and loses for the company.

Some technician who happened to cut the wrong line and caused upsets with all of our clients. It’s actually very, very easy to destroy and it’s quite tough to build something.

AN EXAMPLE OF HIRING THE RIGHT PEOPLE

We had a company we serviced last year producing metal medals and logos and stuff like that. They came to our training at Performia and then they bought our Performia Internet System, we have a special system that enables companies to have very good control over the hiring process including interviews and testing and lots of things. They had about a 100 people in their company and they hired 41 new guys and 18 of them were exchanged with old personnel. So the company went from about 100 to 123 and within a year they doubled their gross income and doubled their production.

It’s actually amazing how much you can handle if you just get the right people together. Very often I have heard it said that people are a company’s greatest asset. Yeah, it could be true if they have the right people. But I can also tell you that people could be your biggest nightmare.

If you have nightmares about your job or your company they are rarely about computers, no they are about people, because people can create an enormous mess.

HOW TO HIRE THE PERSON YOU WANT - PART II - SUMMARY

You are looking here at the key to creating a successful company, hiring the people you want.

I wish you all the luck in the world!!

NEXT LESSON: DETERMINING PRODUCT