ECI® Blog

Favorite Interview Questions for Sales People

April 21st, 2009 by The ECI Team

Some time ago, we began to develop behavioral event interview guides for our clients to help them to assess the potentials and capabilities of candidates during the selection process.   This approach can be used to assess candidates for any type of job, but when the questions are designed, you need to be sure they are relevant to the content of the particular role.

You can learn a lot about someone from using this approach to interviewing.  The notion behind behavioral event interviewing is to ask about a specific situation in which the candidate demonstrated a particular capability in order to determine the individual’s effectiveness in that situation.   Situation, Action and Result, often referred to by one particular vendor as the STAR model…the T is for Task. Read more…

Filed under: Interviewing | Tagged: , , , | 2 Comments »

The Economy Is Recovering…but things are different

April 17th, 2009 by The ECI Team

The economy looks as if it is beginning to pick up.  We are noting a difference in the marketplace these days, with customers beginning to investigate purchasing new initiatives, asking great questions on how to adjust deployment of sales staff to maximize outcomes in this turbulent marketplace, and seeing more interest in working with us to work on challenges and opportunities together.   It isn’t a matter of cost, most of the time they have some budget laid aside for investment in solutions.  It is a matter, however, of making sure that the investment they make will yield a good return on investment. Read more…

Filed under: Business Management | Tagged: , , , | 1 Comment »

Why did I get passed over for the promotion?

April 13th, 2009 by The ECI Team

With all the restructuring, lay offs, asking people to do more with less, and working harder every day for less, it really can be debilitating when an opportunity comes along and you don’t get promoted.

It makes you wonder.  What is wrong with me?  Aren’t I doing a good job?  Can I do something different to get promoted?  The true answer to this question really depends on the person and the circumstances.  But more often than not, it is an issue of people not seeing you in the new role or having questions about how effective you might be in the new role.

Let’s take a look at some real situations, names removed, of course, to protect the candidates. Read more…

Filed under: Business Management, Getting promoted, Improving Performance | Tagged: , , , , | Leave a Comment »

Who’s Hiring?

April 1st, 2009 by The ECI Team

The short answer, lots of companies.  The more complete answer, however, is companies where there is expected turn over and companies who provide services to people.  The companies who are hiring are often the larger organizations who always have openings because of people moving up, people moving on and people retiring.  To apply and get noticed by these organizations, you need to look at what jobs are offered and how well you match the posted job requirements. These are often the US major employers. Read more…

Filed under: Business Management, Hiring Employees | Tagged: , , , , | 3 Comments »

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Employer Consultancy, Inc. is an Organizational Development consulting firm whose corporate mission is to help companies to do a successful pre employement assessment, and manage and develop top performers. They accomplish this by providing their customers with practical, customizable tools and systems, such their competency management systems, that promote higher levels of performance, productivity and profitability.