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The Total View
The Whole Person Approach for Selecting and Managing Top Performers
February 25, 2004
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-- What Drives Top Talent?
-- Perfect Labor Storm Alerts #96 to #100
-- Your opinions do count here.
-- New! TotalView Corporate Coach
-- Attention to Detail- A Core Competency for the 21st Century Manager
-- It's not enough to ask a good question
-- And the crowd ROARS north of the border -
-- SELECT Employees with A Positive Attitude!
-- Just the facts:Three Sheets to the Wind
-- Reserve Your Copy Now - Understanding Business Values and Motivators
Greetings!
Welcome to this week's issue of The Total View.
If you're ever wondered "What Drives Top Talent",
then
you'll want to read this week's feature article.
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included below.
The clock is ticking. Only a few more weeks! Order
your advance
copy
of
Understanding
Business
Values and Motivators.
Here's what a few readers had to say:
"Your book has shaken my soul
and said to me there is more in life and yes i can do
it." Saten Sharma, Mercury Energy
"You hooked my right away." Nadine Brown,
Waterville TG, Inc.
Written in "a Blanchard style of getting information
across in an easy, understandable and practical way."
John Rose, The Horst Group
"Ira describes simply and elegantly how to
understand what people value." Eric Dombach, Action
International Business Coaching
Order your copies below and save $3 off the cost
of each book (Retail - $12.95) - Plus! Receive a
Business Values and Motivators Report - valued at $49 -
at no cost during this pre-publication offer.
The Total View is written and
published each
Wednesday by Ira S.
Wolfe, founder of Success Performance Solutions.
(Yes, Ira writes every article, every week!)
Ira S. Wolfe ©2004 - All Rights
Reserved. Reprints and other distribution by permission
only.
To learn more about Success Performance
Solutions or read back issues of The Total View, stop by
our website at www.super-
solutions.com.
What Drives Top Talent?
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The engine is revving loudly, but your race car can't
make it out onto the track. Like a vehicle with no tires,
hiring highly energetic people with the wrong skills and
behaviors provide no traction to move forward.
You've been there: you read résumés and interview
the most promising job candidates. You sense enormous
potential and possibility with each new hire. But then,
you devote a mountain of time and resources to achieve
a molehill of performance from the best applicants you
could find.
Maybe you've got a problem with your tires. A closer
inspection will reveal that they are treadworn and
unbalanced. They are old, unreliable, and incapable of
helping you win the race. At one time, they were top of
the line, but now they must be replaced. Here's a set of
four that have been thoroughly road-tested and will
stand up to the potholes and curves you'll encounter:
Tire #1: Soft Skill Competency. What soft
skills are
you looking for? Among the competencies required for
most leadership, management or sales positions is the
ability to persuade. Persuasion can be described as
convincing
or influencing others to take an action or change
the way they think. But how people persuade
others ultimately impacts their effectiveness and
influence.
Tire #2: Behavioral Style: We're talking
about DISC
here - the how. Behaviors come in four styles:
Directing-this type will likely just tell you to
do it.
Influencing-this type will use talking and gestures
in their efforts to win your favor.
Steady-this type will demonstrate logic, patience
and a soft-sell.
Compliant-this type will work to convince you
with facts and data.
Which style is the most effective for your company
and the position you seek to fill?
Tire #3: Motivating Attitudes: Since we're
using persuasiveness
as our soft skill example, ask, "What drives
this individual to do the persuading?" Motivating
Attitudes
(values) are the internal rewards and forces-the
why behind the things people do.
Tire #4: Technical Skills: Your car can't
win on only
three wheels, so it is vital to assess technical skills,
too. For
many companies this is all they test and technical skills
becomes the only tire-they have a
unicycle,
not a race car!
Several studies have confirmed that
only 15 percent of a worker's long-term fit is based on
technical skills and knowledge. The other 85 percent is
based in people skills and people knowledge. You've got
to have the other three!
When people are hired, they come with personalities -
individual preferences to think and behave in certain
ways. And yet many managers still downplay the
impact that personalities have on performance (or the
lack of it) and continue to rely on experience,
education and "gut feeling" as the primary rights of
passage for hiring the "right" people.
It's time to take a look at the "whole person".
CriteriaOne: The Whole Person Approach is the
most user-friendly, cost-effective and predictive
assessment package available to managers to assess
employee personality, motivation and abilities.
To learn more about CriteriaOne, contact us today
or register for our next CriteriaOne Train-the-Trainer.
The Whole Person Approach - CriteriaOne Training for managers and consultants who want to learn to identify, select and retain talent- April 21-23, 2004
Perfect Labor Storm Alerts #96 to #100
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Fact #96
The cost of job stress to businesses is estimated at
$200 billion per year.
Fact #97
A recent Integra survey found that 12 percent of
employees have called in sick, as a result of stress.
Fact #98
One in five employees has quit a job because of job
stress.
Source: Integra
Fact #99
Depression Costs US Employers More Than $23
Billion Per Year Due to Absenteeism and Reduced
Productivity. Source: Journal of Clinical Psychiatry
Fact #100
On an average work day, 14 people will be killed on
the job and more than 10,000 will be disabled. This
staggering figure is equivalent to a major airline crash
every two weeks! Many of these accidents are linked
to job stress and depression.
In 1998 McKinsey and Company described a United
States workplace phenomenon as the "War for Talent",
a result of the shortage of workers to fill skilled jobs.
McKinsey conducted a yearlong study of 77 companies
and 6,600 managers, who concluded that the most
significant business challenge over the next 20 years
will be recruiting, retaining, and inspiring talent.
In 1999 Ira Wolfe described the "Perfect Labor Storm".
In 2004, "The Perfect Labor Storm Fact Book: Why
Worker Shortages Won't Go Away" arrives - available
March 15, 2004! Order your copies today - limited
number of pre-publication orders available at only $4.95
each.
Order your copy of The Perfect Labor Storm Fact Book today!
Your opinions do count here.
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Won't you help us improve The Total View?
In an effort to continuously improve The Total View, we
need your help. If you would follow the link below, you
will find a very brief survey about:
Your favorite Total View features
The frequency of The Total View - too much or
just right?
Your thoughts on an "ad-free" version.
It will take less than one minute to complete. Won't
you please help?
As a special thank you, please email us after you've
completed the survey and we will send you a copy
of "The Perfect Labor Storm Fact Book" (available
March 15) or your choice of a CriteriaOne DISC or
Business Values and Motivators report.
To receive your thank you gift for completing the
survey, email: iwolfe@super-solutions.com and type "I
want my survey thank you gift" in the subject line.
Thank you for completing The Total View Reader Survey
New! TotalView Corporate Coach
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TotalView Corporate Coach reports provide information
that will assist a manager or coach in understanding
an employee's unique profile. It also provides each
employee with a better understanding of him or herself.
The report provides insight into the employee's
personality profile and important work related
characteristics such as their:
Leadership Style
Preference for change
Approach to Conflict
Approach to Self-Promotion
Preference for Salary or Commission
Approach to Listening
and more -
TotalView Corporate Coach is intended to assist
the coaching or mentoring relationship by providing a
starting
point for meaningful discussion about an employee's
values, needs and objectives. Further, the
report assists the Coach in asking pertinent questions
and providing relative feedback and ideas
that are tailored for the employee.
The TotalView Corporate Coach Assessment was
specifically designed to provide general work related
information that will initiate a positive and effective
coaching or mentoring experience.
TotalView Corporate Coach produces two unique
reports: one for the coach and one for the
employee/mentee.
View the TotalView Corporate Coach Sample Report here.
Attention to Detail- A Core Competency for the 21st Century Manager
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Dotting the "i"s and crossing the "t"s is another critical
core competency required in many managerial positions.
But time pressures and competing priorities take
managers right to the brink. For those managers who
lack the attention to detail competency, mistakes are
made more often and accidents happen on their shift.
This wastes the company's resources and puts its
employees at risk.
Click on the link below for tips on "Attention to
Detail" to view one sample page that is available for
each of 36 competencies included in the Janus
Performance Management System.
Begin to improve your employee appraisal and
performance management process
today with the Janus Performance Management System.
Order Volume 3 today and save $50. Or order Volumes
1 -2 -3 and save $200.
More tips for managers on completing successful employee evaluations. Click here to download a one page excerpt from the Janus Performance Management System.
It's not enough to ask a good question
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Interviewers need to know what to look for in a
candidate's response. Online Interview Generator(r)
pairs specific "target behaviors" with each interview
question.
Online Interview Generator(r) (IG) provides users
with highly customized behavioral interview guides for
interviewing job candidates. IG users are hiring
managers, employers, human resources professionals,
and consultants.
As an IG user, you can choose an already-
developed interview guide from our Job Library of over
40 standard job titles, then quickly and easily edit to fit
your open job. Or, you can choose to design your own
interview guide from "scratch" using our extensive
database of 65 competencies, and over 1,500 different
target behaviors (interview "answers"), and
corresponding interview questions.
IG is extremely versatile and flexible - it can be
used for selection in every industry, business and
organizational environment. IG is inexpensive and cost-
effective; clients can purchase interview units
separately, or through a site license.
View a sample Interview Guide created with Interview Generator.
And the crowd ROARS north of the border -
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
"I am astounded by the excellent results from my use of
the Business Values and Motivators profiler with the
executive leadership team and CEO in succession
planning for leadership of this Canada-wide corporation!"
"Not only do the profiles quickly, cost-effectively,
accurately and powerfully confirm my own observations
and general conclusions gained from 20 years in senior
executive leadership recruitment and selection, they
have cast light upon and "filled in the picture" in vitally
important areas I admit to being quite "blind" about, in
spite of my fairly long experience. This is proving to be
of great value to my client, the present CEO.
"This profiler is a "road map" and guide into the
previously very murky world of an individual's "root
causes" and motivators."
"I hope you gather how impressed I am by this."
Stephen Dowdell, Astra Solutions Inc.
Learn more here about Business Values and Motivators and how to order your personalized report.
SELECT Employees with A Positive Attitude!
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The SELECT Associate System is a pre-employment
screening system to identify work-related behaviors
such as Positive Service Attitude, Accountability,
Frustration Tolerance, Acceptance of Diversity, Multi-
taskingand more.... plus a Validity Check and
Integrity Index.
Each customized report includes a step by step
interview guide including recommended interview
questions.
SELECT is available on-line, paper, or fax.
The following report versions are available:
Customer Service
Administrative Support
Retail Sales Associates
Entry Level Retail Management
Call Centers
Production & Distribution
Healthcare
Personal Service
Convenience Store Associates
Hospitality
Office Staffing
More on SELECT - view sample reports here.
Just the facts:Three Sheets to the Wind
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The phrase "Three Sheets To The Wind" dates to 1821.
The sheet is a reference to a rope on a sailboat. To
have a sheet loose in the wind is bad seamanship, to
have three loose means you are not capable of
controlling the boat. Occasionally you will see one
sheet to the wind meaning half-drunk.
Reserve Your Copy Now - Understanding Business Values and Motivators
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Don't miss out on the pre-publication savings to Ira
Wolfe's long awaited book on "Understanding Business
Values and Motivators", due for release on February
15.
Understanding Business Values and Motivators is
an introduction to understanding how people are
already motivated and how to tap into those motivators
for their success and yours in the workplace.
Order today and save $3.00 per book off the regular
price of $12.95 - no limit. (Additional volume discounts
available for orders of 25 or more).
Bonus - receive
one Business Values and Motivators per book until
supplies last- a $49 value!
Order your copy of Understanding Business Values and Motivators today.
Contact Information
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
email: iwolfe@super-solutions.com
voice: 717.656.4632
web: http://www.super-solutions.com
