Starwood銷售人員招聘甄選標(biāo)準(zhǔn)

Starwood銷售人員招聘甄選標(biāo)準(zhǔn)2024/3/12Starwood銷售人員招聘甄選標(biāo)準(zhǔn)ContentsOverviewToolDevelopment&StudyResultsProcessImpactToolUtilizationImplementationNotesAppendix2Starwood銷售人員招聘甄選標(biāo)準(zhǔn)OverviewStarwood銷售人員招聘甄選標(biāo)準(zhǔn)ReducetheTimeSpentEvaluatingCandidatesIncreasetheNumberofStrongSalesCandidates=Candidate“Profitability”HiredthebestofthebestandthenewhireswerewellworththetimespentOverarchingGoal:

MaximizetheSelectionProcess4Starwood銷售人員招聘甄選標(biāo)準(zhǔn)

SelectionProcessPre-Implementation(ScreeningDiscussion,B.I.)ImproveSalesHiringProcess

EvaluationPre-Implementation5Starwood銷售人員招聘甄選標(biāo)準(zhǔn)

FundamentalattributesDifficulttoteachortrainArerelatedtojobperformanceCanbeassessedImproveSalesHiringProcess

ModelWorld-ClassEvaluationSelectionProcessPre-Implementation(ScreeningDiscussion,B.I.)+6Starwood銷售人員招聘甄選標(biāo)準(zhǔn)BenefitImpactBetterCandidatesEliminatecandidateslikelytobepoorperformersMoreTimeSpendmoretimeonstrongercandidatesIncreasedConfidenceUnderstandacandidate’sexperienceand

abilitiesHireforattitude,trainforskillGreaterProductivityStrongercandidatesmakebiggercontributions,soonerReturnonInvestmentThetoolsaredesignedtoprovide…7Starwood銷售人員招聘甄選標(biāo)準(zhǔn)PhasedApproachAreaResearchStudyToolConstructionImplementationSellerLeaderPhase1

NativeEnglishNADApril2005Seller-Phase1AllLeader-Phase1AllJuly2005Australia,FijiSeptember2005UK,IrelandOctober2005Phase2

Additional8languagesAPDNov-Dec.2005Seller–APDLeader-Phase2AllJuly2006*EAMESeller–EAMEJuly2006LADSeller–LADJuly2006SalesSelectionInitiative:

GlobalFocusBahasa(Indonesian)Chinese(Simplified)FrenchGermanItalianJapaneseSpanish(European)Spanish(LatinAmerican)Phase2Languages:*Japan,Korea,India/BangladeshtargetedforOctober20068Starwood銷售人員招聘甄選標(biāo)準(zhǔn)ToolDevelopment

StudyResultsStarwood銷售人員招聘甄選標(biāo)準(zhǔn)UnderstandGlobalJobsAug.–Dec.2004ToolDevelopmentOverviewSalesIncumbents–JobAnalysisQuestionnaireGlobalSMEFocusGroups–JobconsistenciesandcareerpathsSalesCompetencyModelDevelopment10Starwood銷售人員招聘甄選標(biāo)準(zhǔn)ToolDevelopment:

JobFamiliesandSampleTitlesSeller(numberofparticipantsperstudy)SalesLeader(numberofparticipantsperstudy)APD:205EAME:212LAD:99NAD:390APD:40EAME:59LAD:21NAD:180AccountDirectorAccountExecutiveAccountManagerAssistantSalesManagerBanquetManagerBTSMBusinessDevelopmentExecutiveCateringExecutiveCateringSales/ServicesManagerSeniorCateringSalesManagerConventionManagerCCSManagerDeputyDirectorofSalesEventsSalesManagerGlobalAccountDirectorGlobalAccountExecutiveGlobalAccountManagerGroupSales/EventsSalesManagerLTSMOne-CallSalesExecutiveSalesManagerSeniorSalesManagerAssistantDirectorofSalesAssistantDirectorofConventionSalesAssociateDirectorGlobalSalesDirectorofBanquet&ConventionDirectorofCateringDirectorofCatering/ConventionServicesDirectorofEventManagementDirectorofGlobalSalesDirectorGlobalSalesDirectorofGroupSalesDirectorofSalesDirectorofSales&Marketing11Starwood銷售人員招聘甄選標(biāo)準(zhǔn)UnderstandGlobalJobsDevelopDraftToolsAug.–Dec.2004Jan.–March2005ToolDevelopmentOverviewePredixlibrary–TriedandtruequestionsforpredictingsalesperformanceFocusGroups–Assessmentquestionreviewandwriting12Starwood銷售人員招聘甄選標(biāo)準(zhǔn)QuestionTypeDescriptionSuccessfulCompetenciesSituationalJudgmentWhatwouldyoudointhissituation?TimeManagementCustomerServiceGeneralManagementPersonalityAttributesnottaughtortrainedRelationshipBuildingDriveforSuccessSelf-ConfidenceCreativityPastExperiencePreferences/StyleExperienceAspirationsProblemSolvingReasoningskillsAnalysisInferenceDevelopDraftTools

Content–AllMultipleChoiceQuestions13Starwood銷售人員招聘甄選標(biāo)準(zhǔn)UnderstandGlobalJobsDevelopDraftToolsCompleteToolsRateJobPerformanceTestManyModules…Aug.–Dec.2004Jan.–March2005Phase1:April’05Phase2:Nov/Dec.’05(Currentsalesassociates)(Supervisorsofsalesassociates)ToolDevelopmentOverview14Starwood銷售人員招聘甄選標(biāo)準(zhǔn)UnderstandGlobalJobsDevelopDraftToolsCompleteToolsRateJobPerformanceTestManyModules……FindBest

CombinationAug.–Dec.2004Jan.–March2005Phase1:April’05Phase2:Nov/Dec.’05May’05Mar/Apr’06(Currentsalesassociates)(Supervisorsofsalesassociates)ToolDevelopmentOverviewAnalysesperPhaseandDivision15Starwood銷售人員招聘甄選標(biāo)準(zhǔn)DataResultsOverview

Presentedforcurrentassociates(participants)(BottomThird)X

(InterviewQualified–Toptwo-thirds)*CombinedFailedPrescreenandFailedProctoredAssessment16Starwood銷售人員招聘甄選標(biāo)準(zhǔn)DataResultsOverview

Presentedforcurrentassociates(participants)(BottomThird)X

(InterviewQualified–Toptwo-thirds)*CombinedFailedPrescreenandFailedProctoredAssessmentGroupofcurrentassociatesinstudywhowouldnothavepassed17Starwood銷售人員招聘甄選標(biāo)準(zhǔn)DataResultsOverview

Presentedforcurrentassociates(participants)(BottomThird)X

(InterviewQualified–Toptwo-thirds)*CombinedFailedPrescreenandFailedProctoredAssessmentGroupofcurrentassociatesinstudywhowouldhavepassed;splitupintohighandlowpass18Starwood銷售人員招聘甄選標(biāo)準(zhǔn)DataResultsOverview

Presentedforcurrentassociates(participants)(BottomThird)X

(InterviewQualified–Toptwo-thirds)*CombinedFailedPrescreenandFailedProctoredAssessmentGroupofcurrentassociatesinstudywhoscoredthehighest19Starwood銷售人員招聘甄選標(biāo)準(zhǔn)DataResultsOverview

Presentedforcurrentassociates(participants)(BottomThird)X

(InterviewQualified–Toptwo-thirds)*CombinedFailedPrescreenandFailedProctoredAssessmentMeasureofjobperformance(averageforgroup)20Starwood銷售人員招聘甄選標(biāo)準(zhǔn)DevelopmentStudyResults

AllSellersCombined(n=906)BottomScorersonTools(BottomThird–wouldbefilteredoutbyTools)X

HighestScorersonTools(TopThirdofPassingScores)PassingScorersonTools(Bottomtwo-thirdsofPassingScores)Performanceonthetoolsstronglypredictsperformanceonthejob21Starwood銷售人員招聘甄選標(biāo)準(zhǔn)DevelopmentStudyResults

AllSalesLeadersCombined(n=290)BottomScorersonTools(BottomThird–wouldbefilteredoutbyTools)X

HighestScorersonTools(TopThirdofPassingScores)PassingScorersonTools(Bottomtwo-thirdsofPassingScores)Performanceonthetoolsstronglypredictsperformanceonthejob22Starwood銷售人員招聘甄選標(biāo)準(zhǔn)Predictive:Highertoolperformance=greaterjobperformance(e.g.,PercenttoGoal,supervisorperformanceratings)Stable:ConsistentrelationshipsUnbiased:Legallydefensible

KeyFindingsSummarySeeAppendixforDetailedStudyResultsforEachPhase/Division23Starwood銷售人員招聘甄選標(biāo)準(zhǔn)ResultingToolsSellerSalesLeaderOnlineAssessment(Seller)15to20minutesTakenathome,library,internetcafé,etc.ProctoredAssessment(Seller)40to60minutesCompletedonpropertyProctoredAssessment(Leader)40to60minutesCompletedonpropertySellertoolsweredevelopedspecificallyforeachDivision/PhaseOneLeadertoolwasdevelopedforallofeachPhasecombined24Starwood銷售人員招聘甄選標(biāo)準(zhǔn)ResultingToolsSellerSalesLeaderOnlineAssessment(Seller)15to20minutesNottakenonsiteProctoredAssessment(Seller)40to60minutesCompletedonpropertyProctoredAssessment(Leader)40to60minutesCompletedonpropertyAPDOnlineAssessmentEAMEOnlineAssessmentLADOnlineAssessmentPHASE1OnlineAssessmentAPDProctoredAssessmentEAMEProctoredAssessmentLADProctoredAssessmentPHASE1ProctoredAssessmentPhase1LeaderProctoredAssessmentPhase2LeaderProctoredAssessmentSellertoolsweredevelopedspecificallyforeachdivisionOneLeadertoolwasdevelopedforallofPhase2combined25Starwood銷售人員招聘甄選標(biāo)準(zhǔn)ProcessImpactStarwood銷售人員招聘甄選標(biāo)準(zhǔn)World-ClassHiringProcess

Filteringoutthebottomcandidates27Starwood銷售人員招聘甄選標(biāo)準(zhǔn)World-ClassHiringProcess

FilteringoutthebottomcandidatesProcessStep1.SourceRecruitment:MeetBasicQualifications28Starwood銷售人員招聘甄選標(biāo)準(zhǔn)World-ClassHiringProcess

FilteringoutthebottomcandidatesProcessStep1.SourceOnlineAssessmentRecruitment:MeetBasicQualifications2.Assess[Sellersonly]29Starwood銷售人員招聘甄選標(biāo)準(zhǔn)World-ClassHiringProcess

FilteringoutthebottomcandidatesProcessStep1.SourceOnlineAssessmentRecruitment:MeetBasicQualificationsScreeningDiscussion2.Assess30Starwood銷售人員招聘甄選標(biāo)準(zhǔn)World-ClassHiringProcess

FilteringoutthebottomcandidatesProcessStep1.SourceOnlineAssessmentProctoredAssessmentRecruitment:MeetBasicQualificationsScreeningDiscussion2.AssessToolsareexpectedtofilteroutthebottom30%candidates31Starwood銷售人員招聘甄選標(biāo)準(zhǔn)World-ClassHiringProcess

FilteringoutthebottomcandidatesProcessStep1.SourceOnlineAssessmentProctoredAssessmentBehavioralInterviewRecruitment:MeetBasicQualificationsScreeningDiscussion2.Assess32Starwood銷售人員招聘甄選標(biāo)準(zhǔn)World-ClassHiringProcess

FilteringoutthebottomcandidatesProcessStep1.Source3.FillHire&OrientationOnlineAssessmentProctoredAssessmentBehavioralInterviewRecruitment:MeetBasicQualificationsScreeningDiscussion2.Assess33Starwood銷售人員招聘甄選標(biāo)準(zhǔn)ActivityImmediateRollOutStarFinder(2007)SourceJobRequisitionContinueasnowdoneCreateandapproverequisitiononlinePostJobContinueasnowdoneSetupjobprofileinePredixsystemPostalljobsthroughsystemAssessmenttoolURLswillautomaticallybepreparedRecruit&QualifyDHRs,DOSMs,GMs-Broadencandidatesearch

ProcessImpact34Starwood銷售人員招聘甄選標(biāo)準(zhǔn)ActivityImmediateRollOutStarFinder(2007)AssessApplicationReviewContinueasnowdonetoEvaluatebasicqualificationsStoreapplicationsBasicqualificationsdeterminedonlineOnlineinterface/applicationwarehouseOnlineAssessment(Selleronly)EmailqualifiedcandidateswithURLSystemdirectscandidatetoonlineassessmentScreeningDiscussionContinueasnowdone;invitecandidatestopropertyUtilizeonlineassessmentresultstoprioritizecandidatesProcessImpact35Starwood銷售人員招聘甄選標(biāo)準(zhǔn)ActivityImmediateRollOutStarFinder(2007)AssessProctoredAssessmentPreparecomputerandassessmentspaceReviewresultsDeterminecandidatenextstepsPass(

):ProceedtoBehavioralInterviewstepFiltered(X

):NolongeraneligiblesalescandidateStandard“thanksbutnothanks/notafit”languageOptional/courtesyinterviewExploratorydiscussionregardingfitoutsidesales(Internal)Developmentdiscussion;6monthretestpolicyBehavioralInterviewContinueasnowdoneFillHire&OrientationContinueasnowdoneProcessImpact36Starwood銷售人員招聘甄選標(biāo)準(zhǔn)ToolUtilizationStarwood銷售人員招聘甄選標(biāo)準(zhǔn)ToolUtilizationDesiredPositionSellerSalesLeaderExternalCandidate*AnyPositionOnlineAssessmentProctoredAssessmentLeaderProctoredAssessment*AnycandidatefromaStarwoodfranchisedpropertywouldbeconsideredanexternalcandidate38Starwood銷售人員招聘甄選標(biāo)準(zhǔn)ToolUtilizationDesiredPositionSellerSalesLeaderExternalCandidate*AnyPositionOnlineAssessmentProctoredAssessmentLeaderProctoredAssessmentInternalCandidateNon-SellerOnlineAssessmentProctoredAssessmentLeaderProctoredAssessment*AnycandidatefromaStarwoodfranchisedpropertywouldbeconsideredanexternalcandidate39Starwood銷售人員招聘甄選標(biāo)準(zhǔn)ToolUtilizationDesiredPositionSellerSalesLeaderExternalCandidate*AnyPositionOnlineAssessmentProctoredAssessmentLeaderProctoredAssessmentInternalCandidateNon-SellerOnlineAssessmentProctoredAssessmentLeaderProctoredAssessmentSellerNotrequiredtousenewassessmenttoolsLeaderProctoredAssessment*AnycandidatefromaStarwoodfranchisedpropertywouldbeconsideredanexternalcandidate40Starwood銷售人員招聘甄選標(biāo)準(zhǔn)ToolUtilizationDesiredPositionSellerSalesLeaderExternalCandidate*AnyPositionOnlineAssessmentProctoredAssessmentLeaderProctoredAssessmentInternalCandidateNon-SellerOnlineAssessmentProctoredAssessmentLeaderProctoredAssessmentSellerNotrequiredtousenewassessmenttoolsLeaderProctoredAssessmentSalesLeaderNotrequiredtousenewassessmenttools*AnycandidatefromaStarwoodfranchisedpropertywouldbeconsideredanexternalcandidate41Starwood銷售人員招聘甄選標(biāo)準(zhǔn)ParameterPolicyNoteMandatoryUseforallSellerandSalesLeaderpositionsX=SellerOnlineAssessmentSellerProctoredAssessmentLeaderProctoredAssessment6-monthretestpolicyWeb-basedOnlineadministrationonly(nopaperversions)NolongeraneligiblecandidateUtilizationParameters42Starwood銷售人員招聘甄選標(biāo)準(zhǔn)ImplementationNotesStarwood銷售人員招聘甄選標(biāo)準(zhǔn)KeyRoles

StrategicPartnershipbetweenHRandSalesChampionandsustaintoolusageMaintainasmoothprocessandvolumeflowScoreinterpretation–filterandprioritizeSupportotherpropertiesasneededSettingExpectations“Aspartofourhiringprocess,weaskallcandidatestocompleteanassessmentthathasbeenshowntobeastrongpredictorofsuccessforthisjob.”44Starwood銷售人員招聘甄選標(biāo)準(zhǔn)AssessmentEnvironment

ProctoredAssessmentGuidelinesQuiet,well-litspacewithnointerruptionsWorkstationwithInternetaccessCalculatorAwayforthecandidatetoquicklycontactsomeonee.g.,technicalproblems,emergency,etc.NOTE:Sellercandidatesareexpectedtocompletetheonlineassessmentontheirown(e.g.,home,library,internetcafé,etc.)45Starwood銷售人員招聘甄選標(biāo)準(zhǔn)EnglishLanguageNotesSystemstrainingdeliveredtoHRChampionsSelf-guidedtrainingmaterialsforpropertyHR(voiceandprint)Referencematerials(presentations,FAQs,technicaldocumentation)ePredixHelpDesksupport(voiceandemail)Administrator’swebsite/managementofcandidatepool46Starwood銷售人員招聘甄選標(biāo)準(zhǔn)HelpDeskGuidancehelpdesk@US:888-401-2236OutsideUS:+1-612-843-1067BrusselsNewYorkSingapore3:00pm9:00am9:00pm1:30am(nextday)7:30pm7:30am(nextday)InternetproblemsaremostcommonlyalocalInternetissue,NOTanePredixsystemproblemMostCommonHelpDeskQuestions:WrongURL/typosForgottenusernames/passwords;needtoresetaccesscodes47Starwood銷售人員招聘甄選標(biāo)準(zhǔn)SupportInfrastructureSupportSourceSupportReferenceReferenceDocumentationTrainingpresentationsFAQsArea/RegionalHRChampionsStrategyProceduralguidanceTriageoftechnicalproblemsPhase1DivisionalChampions(Experien