Beyond Describing to Predicting
We focus on predicting success on the job rather than describing broad traits like “extroversion.” We have researched and developed scales that measure the specific skills and behaviors needed to be successful on the job. It may be interesting to know a candidate’s energy level, for example, but it is critical to know that the sales candidate can successfully prospect, resolve objections, and close.
This approach has led to identifying specific skill requirements for different positions. The skill sets required for an Account Manager, for instance, are different from those needed by someone in Outbound Inside Sales, even though they are both sales positions. This approach is true for sales, management, and numerous service delivery positions.