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Talent Selection:
Lessons from the
Chaise Lounge
Dr. Daniel Crosby
 www.doctordanielcrosby.com
(256)683-5551
About Daniel
Married to Katrina and father to Charlotte (14 mos.). Huntsville
native recently returned. Baseball fanatic and mediocre guitar
player. Interested in why people do what they do and how
businesses can get them to do more of what is good for
business in a way that is personally meaningful.
What does this shrink
      know?
            Better marketing and
            recruitment
            strategies

            Interview strategies
            that dig more deeply

            A view that is
            separate enough
            from mainstream HR
            that it adds value
Spreading the
Word
1959
Experiment
Women made to read
humiliating passages were
more pleased with group
membership.
Create Barriers
         One of six “Weapons of
         Influence”
         Fact: People want what
         they cannot (easily) have
         Emphasize how your job
         is a “catch”
         Require cover letters
         addressing specific skills,
         etc…
         Omit this step if seeking
         the coveted “lazy”
         demographic
Spot the Headline
Lost: Tripod in a Sewer

Looking for a beard mentor

Litter box cleaning for pancakes

Free stuffed walrus head

To the misinformed animal rights activist who
liberated my chickens

For sale: World’s most uncomfortable saddle
Go Where Winners Go
The quality of your advertising will reflect the
quality of your applicant pool

Threatened by felon

What are professional “meeting places” specific
to the desired posting?

Be targeted! Professional forums, LinkedIn
groups, word of mouth from SME’s, etc…

Look for groups with barriers to entry
Raise your hand…
…if you don’t get along well with others, have poor
written and oral communication skills, lack attention
to detail, and lack the willingness to give 110
percent.
Be Specific
Create a profile for success-make it measurable
and actionable

Set minimum acceptable standards-toss others

Work backward and determine “what it will look
like”

E.g., Advanced communication skills and
attention to detail means that all those with typos
or poorly worded resumes will be excluded from
consideration.

Vague standards allow room for rater bias
Want this job?
A quickly growing educational services company is looking for a Texas
Director of SES (Supplemental Educational Services). Under the "No
     A quickly growing educational services company is looking for a Texas
Child Left Behind Act", low income studentsServices). Under the "No
     Director of SES (Supplemental Educational are given the opportunity to
participate in tutoring programs at no cost toare given the opportunity to
     Child Left Behind Act", low income students the parent.
     participate in tutoring programs at no cost to the parent.      We are
We are currently lookinghighly highly motivated individual to develop
     currently looking for a for a motivated individual to develop contacts with
     eligible schools and manage programs throughout the state of Texas.
contacts with eligible schools and manage programs throughout the state
     Productivity will be based on the ability of the individual to enroll students
of Texas. Productivity will be based on the ability of the individual to enroll
     in the programs, efficiently manage each program, and ensuring that all
students in the programs, efficiently manage each program, and ensuring
     documentation is properly reported to stakeholders. Experience with SES
that allpreferred, but not necessary. reported to stakeholders. Experience
     is documentation is properly The individual will be responsible
with for: Student confidentiality in accordance with FERPA. Managing
     SES is preferred, but not necessary.
     program leaders and other individuals required to meet company
     goals. Developing contacts throughout the state of Texas to increase
The individual will be responsible for:
Student company's presence.
     the confidentiality in accordance with FERPA.
Managing program leaders and other individuals required to meet
company goals.
Developing contacts throughout the state of Texas to increase the
company's presence.
What about this job?
Hi, my name is Jasmine, but most people call me "Jazzy"
(without my consent). I am originally from Los Angeles, but
moved back to Alabama from Miami. I enjoy softball,
daydreaming, telling corny jokes, visiting historic sites,
teaching, as well as learning and sharing "odd facts" that no
one knows or seems to care about.

My primary job at Appleton is creating curriculum for multiple
states, quality control of tutors, researching new trends in
education and the "best practices" of education. My primary
goal is to ensure that all children receive the best
supplemental education possible, to reach all and to teach all.

I love working for Appleton Learning because I indirectly
reach an infinite number of students and make a direct impact
on their future. My name is Jasmine Williams, I am an
educator, I'm random, I'm an optimist, I'm a football fan, and
I'm an Appleton Employee.
One company, two
approaches
Advertise
Culture
How do cultural norms live in
potential hires?

Ensuring cultural fit promotes
longevity.

Differentiate actual from
aspirational culture.

If it doesn’t turn some people
off, you did it wrong.
Interviewing
Sometimes a
cigar…
…is a really big thing
that you may be missing
because you think that
data collection starts
when the interview does.
It’s All Data
         Email correspondence

         Resume

         Reading habits

         Arrival time

         Interaction with office
         personnel

         Body language

         Parenthetical comments

         Emergent patterns
Become a Brand Detective
              People want little more
              than to be understood
              To this end, each of us
              brands ourselves
              What might I be saying by
              my beard? Suit? Hair?
              Bracelet? Shoes?
              Consider the person to
              your right. 3 things!
              How does their brand fit
              the role?
People Power
        “Last competitive
        advantage” – Patrick
        Lencioni

        Don’t interview in a
        vacuum – that’s not
        where they work

        Here and now – how is
        rapport?

        Ask opinions at all
        organizational levels.

        Ability to read others?
“People” Questions
Tell me about your best friend.

How are you the same/different?

What might (s)he say are some of your biggest
strengths/weaknesses?

Tell me about best/worst boss. Why was (s)he
such a good/bad fit for you?

Tell me about a difference of opinion at work.
How did you handle it?
Catch Me If You Can
Frank
Abagnale, Jr.
Over 1M miles, 250 flights, 26
countries with Pan Am

Taught Sociology at BYU

Chief Pediatrician at a GA
hospital

Worked in the LA Attorney
General’s office with a forged
Harvard degree
Get Behavioral
Interviews measure ability to talk, not ability to do

Behavioral interviews measure ability to talk
about having done, not ability to do

Ask for portfolio, writing samples, interview past
employers

Give data sets or construct creativity problems

Construct a brief “obstacle course” that simulates
day-to-day tasks
Get Smart
“g” is positively
correlated with income,
job performance, career
prestige, length of
employment, as well as
speed and consistency
of performance.

“g” also softens a variety
of other “evils.”
Multiple Intelligences
Spatial
Linguistic
Logical-mathematical
Bodily-kinesthetic
Musical
Intrapersonal
Interpersonal
Naturalistic
Cringing in 3, 2,
1…
No Sunday School
    Answers
          SSA’s prevent
          authentic connection

          SSA’s do not provide
          adequate material for
          thorough decision-
          making

          High performing teams
          rest on a foundation of
          unfiltered dialogue
Which most closely
matches Exhibit I?
Whadjallthin
k?
The first, loudest, and most
powerful win the day.

Conversation becomes more
about confirming previous
remarks than covering new
ground.

Make separate notes, read
them all!
Above all…
Don’t Be Evil (or Be Good)
 Consider the inherent power differential

 Reflect on your own interview processes

 Remember you’ll most likely be on the other side
 of that desk again too

 Friendliness, honest connectivity, and genuine
 dialogue do more than anything else to promote
 optimal performance and honest responding
Crosby Performance Consulting
Experience assessing talent from Fortune 50 financial institutions
to small startups. Clients across industries including
manufacturing, finance, education, government contracting, and
foreign military sales.
www.doctordanielcrosby.com / (256)683-
5551/daniel@doctordanielcrosby.com

More Related Content

Talent Selection-Dr. Daniel Crosby

  • 1. Talent Selection: Lessons from the Chaise Lounge Dr. Daniel Crosby www.doctordanielcrosby.com (256)683-5551
  • 2. About Daniel Married to Katrina and father to Charlotte (14 mos.). Huntsville native recently returned. Baseball fanatic and mediocre guitar player. Interested in why people do what they do and how businesses can get them to do more of what is good for business in a way that is personally meaningful.
  • 3. What does this shrink know? Better marketing and recruitment strategies Interview strategies that dig more deeply A view that is separate enough from mainstream HR that it adds value
  • 5. 1959 Experiment Women made to read humiliating passages were more pleased with group membership.
  • 6. Create Barriers One of six “Weapons of Influence” Fact: People want what they cannot (easily) have Emphasize how your job is a “catch” Require cover letters addressing specific skills, etc… Omit this step if seeking the coveted “lazy” demographic
  • 7. Spot the Headline Lost: Tripod in a Sewer Looking for a beard mentor Litter box cleaning for pancakes Free stuffed walrus head To the misinformed animal rights activist who liberated my chickens For sale: World’s most uncomfortable saddle
  • 8. Go Where Winners Go The quality of your advertising will reflect the quality of your applicant pool Threatened by felon What are professional “meeting places” specific to the desired posting? Be targeted! Professional forums, LinkedIn groups, word of mouth from SME’s, etc… Look for groups with barriers to entry
  • 9. Raise your hand… …if you don’t get along well with others, have poor written and oral communication skills, lack attention to detail, and lack the willingness to give 110 percent.
  • 10. Be Specific Create a profile for success-make it measurable and actionable Set minimum acceptable standards-toss others Work backward and determine “what it will look like” E.g., Advanced communication skills and attention to detail means that all those with typos or poorly worded resumes will be excluded from consideration. Vague standards allow room for rater bias
  • 11. Want this job? A quickly growing educational services company is looking for a Texas Director of SES (Supplemental Educational Services). Under the "No A quickly growing educational services company is looking for a Texas Child Left Behind Act", low income studentsServices). Under the "No Director of SES (Supplemental Educational are given the opportunity to participate in tutoring programs at no cost toare given the opportunity to Child Left Behind Act", low income students the parent. participate in tutoring programs at no cost to the parent. We are We are currently lookinghighly highly motivated individual to develop currently looking for a for a motivated individual to develop contacts with eligible schools and manage programs throughout the state of Texas. contacts with eligible schools and manage programs throughout the state Productivity will be based on the ability of the individual to enroll students of Texas. Productivity will be based on the ability of the individual to enroll in the programs, efficiently manage each program, and ensuring that all students in the programs, efficiently manage each program, and ensuring documentation is properly reported to stakeholders. Experience with SES that allpreferred, but not necessary. reported to stakeholders. Experience is documentation is properly The individual will be responsible with for: Student confidentiality in accordance with FERPA. Managing SES is preferred, but not necessary. program leaders and other individuals required to meet company goals. Developing contacts throughout the state of Texas to increase The individual will be responsible for: Student company's presence. the confidentiality in accordance with FERPA. Managing program leaders and other individuals required to meet company goals. Developing contacts throughout the state of Texas to increase the company's presence.
  • 12. What about this job? Hi, my name is Jasmine, but most people call me "Jazzy" (without my consent). I am originally from Los Angeles, but moved back to Alabama from Miami. I enjoy softball, daydreaming, telling corny jokes, visiting historic sites, teaching, as well as learning and sharing "odd facts" that no one knows or seems to care about. My primary job at Appleton is creating curriculum for multiple states, quality control of tutors, researching new trends in education and the "best practices" of education. My primary goal is to ensure that all children receive the best supplemental education possible, to reach all and to teach all. I love working for Appleton Learning because I indirectly reach an infinite number of students and make a direct impact on their future. My name is Jasmine Williams, I am an educator, I'm random, I'm an optimist, I'm a football fan, and I'm an Appleton Employee.
  • 14. Advertise Culture How do cultural norms live in potential hires? Ensuring cultural fit promotes longevity. Differentiate actual from aspirational culture. If it doesn’t turn some people off, you did it wrong.
  • 16. Sometimes a cigar… …is a really big thing that you may be missing because you think that data collection starts when the interview does.
  • 17. It’s All Data Email correspondence Resume Reading habits Arrival time Interaction with office personnel Body language Parenthetical comments Emergent patterns
  • 18. Become a Brand Detective People want little more than to be understood To this end, each of us brands ourselves What might I be saying by my beard? Suit? Hair? Bracelet? Shoes? Consider the person to your right. 3 things! How does their brand fit the role?
  • 19. People Power “Last competitive advantage” – Patrick Lencioni Don’t interview in a vacuum – that’s not where they work Here and now – how is rapport? Ask opinions at all organizational levels. Ability to read others?
  • 20. “People” Questions Tell me about your best friend. How are you the same/different? What might (s)he say are some of your biggest strengths/weaknesses? Tell me about best/worst boss. Why was (s)he such a good/bad fit for you? Tell me about a difference of opinion at work. How did you handle it?
  • 21. Catch Me If You Can
  • 22. Frank Abagnale, Jr. Over 1M miles, 250 flights, 26 countries with Pan Am Taught Sociology at BYU Chief Pediatrician at a GA hospital Worked in the LA Attorney General’s office with a forged Harvard degree
  • 23. Get Behavioral Interviews measure ability to talk, not ability to do Behavioral interviews measure ability to talk about having done, not ability to do Ask for portfolio, writing samples, interview past employers Give data sets or construct creativity problems Construct a brief “obstacle course” that simulates day-to-day tasks
  • 24. Get Smart “g” is positively correlated with income, job performance, career prestige, length of employment, as well as speed and consistency of performance. “g” also softens a variety of other “evils.”
  • 26. Cringing in 3, 2, 1…
  • 27. No Sunday School Answers SSA’s prevent authentic connection SSA’s do not provide adequate material for thorough decision- making High performing teams rest on a foundation of unfiltered dialogue
  • 29. Whadjallthin k? The first, loudest, and most powerful win the day. Conversation becomes more about confirming previous remarks than covering new ground. Make separate notes, read them all!
  • 31. Don’t Be Evil (or Be Good) Consider the inherent power differential Reflect on your own interview processes Remember you’ll most likely be on the other side of that desk again too Friendliness, honest connectivity, and genuine dialogue do more than anything else to promote optimal performance and honest responding
  • 32. Crosby Performance Consulting Experience assessing talent from Fortune 50 financial institutions to small startups. Clients across industries including manufacturing, finance, education, government contracting, and foreign military sales. www.doctordanielcrosby.com / (256)683- 5551/daniel@doctordanielcrosby.com