TOP TIP
RECRUITING
A SUPERSTAR
SALES PERSON
Angela Milne,
Area Sales Manager for
The Berry Recruitment Group
RECRU
MEET THE TEAM
About Us
• Berry Recruitment Group on track to turnover 60 million 2015
• Network of 30 locations across the UK and growing
• Temporary, Permanent, Volume and Ad-hoc Recruitment
Solutions
• Multi-sector (broad range of expertise)
• Our ethos – innovation, integrity, quality service
• Area Manager – offices include Southampton and Gosport
BERRY RECRUITMENT GROUP
Competency Based Interviewing
100 % = Perfect Prediction
CBI Interviewing
70%
Working Interviews
Assessment Centres
Skills Testing
Cut off point
Psychometrics
30%
Traditional Interviews – informal chitchat (closed questions, impression
management)
Astrology or Palmistry
0.0 = Random Prediction
BERRY RECRUITMENT GROUP
What is Competency Based
Interviewing?
A structured series of
questions aimed at
extracting behaviour related
information against specific
job related criteria
BERRY RECRUITMENT GROUP
The Anatomy of a Competency
Motivation
Qualifications
Interest
Competency
(behaviour)
Skills
Knowledge
Experience
Personality
BERRY RECRUITMENT GROUP
An Example of a Core Sales Competency
Example : Drive to Achieve
Has a strong worth ethic and is motivated to achieve
results. Uses innovative approaches to develop creative
solutions to achieve a competitive edge.
Positive Behaviours
Negative Behaviours
Takes pride in what they do
Is careless and has a ‘slap-dash’ approach
Takes accountability for their own
performance
Blames others or refuses to accept
responsibility
Proactive, ‘can do’ attitude
Reactive, sees goals as obstacles
Has clear, stretching goals
Lacks direction and purpose
Demonstrates determination
Gives up easily
Develops innovative solutions to problems
Becomes demotivated by mistakes or
things that “don’t go their way”
Sees set-backs or mistakes as an
opportunity to learn
Fails to learn
BERRY RECRUITMENT GROUP
The STAR Technique
SITUATION
Specific to a situation. Gives context and background.
Look for lots of “I” language.
TASK
Aims for the overall goal or goals to be achieved within
the context of the situation, and why.
ACTION
Details how the Candidate achieved the goals, actions
and behaviours. Proof.
RESULT
Details outcomes, lessons learned and key selling
facts and figures
BERRY RECRUITMENT GROUP
How To Recruit Your Next Superstar
We would love to help! For more information :
Southampton
Gosport
13-15 Rumbridge Street
Totton
Southampton
SO40 9DQ
Offices 7-8
Quay West Business Centre
Quay Lane
Gosport
PO12 4LJ
T: 02380 8877721
T: 02392 521521
Lisa Wright
Jess Coombes
Krissy Highmore
Michelle Pedley
Angela Milne
Amy Coleman
Helen Clarke
Lisa Gregory
Alice Gordon
Kay Fox
Ruth Cozzi
BERRY RECRUITMENT GROUP
Thank You for
Listening
BERRY RECRUITMENT GROUP