A GAMBLE...
OR A CALCULATED RISK?
by George W. Tucker, MS
 The next hire you make can
cost you many thousands of dollars. That person may or may not bring in a
return on your investment. As an Owner/Manager, even someone in the
Executive Suite, you need to fully understand the hiring
process, the usefulness of instruments like The PEAC SYSTEM® and the
formula for training/management success.
If you hire a personality that
has many areas alien to the business, you'll find yourself spending a
great deal of time attempting to influence him or her, essentially, trying
to remake their profile. Equally important,
you may have success at that, as evidenced by the number of successful
producers who's managers were skilled enough to carry them over the
hurdles and around roadblocks. This is the "gut-instinct" part
of hiring, and is the least effective way to do it. And most costly.
Unfortunately, most managers
have neither the time, nor the necessary resources to successfully
overcome every obstacle that jumps in front of the new trainee. Certain
profiles that we hire will see every obstacle as an almost permanent
roadblock, others see it as a challenge. The difference between ambition
and drive are quickly seen in these two areas where many people succeed or
fail.
What makes this worse is the
acting ability of too many ambitious people who can literally
"win" the desk, and the "chance to try it out!" It has
been our experience that a very high percentage of people who come into
this business to "try," die!
With the four major components
of the hiring process identified as SELECTION, TRAINING, MANAGEMENT and
OUTSIDE INFLUENCE, we can determine the effect an instrument such as The
PEAC SYSTEM® may have on the success of your hire.
Most
of you know some of the stressors that exist in the recent history of
many of your
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potential hires, and The PEAC
SYSTEM® does not take into account any of those. Recent business
failures, divorces, deaths in the family, etc., all create their own
intense stress, and a new job (at your company) simply adds another.
The
PEAC SYSTEM® has one basic mission in this stage of the process. We want
to identify the "real self" under what you see. You may choose to hire
that often hidden personality style, but at least you will know what you
are dealing with. Of course, you may, as others have, back away from
potential trouble.
Bear
in mind that the current statistics for finding a pretty decent profile
out of any given crowd seems to be right around 1 in 19. Some areas and
companies seem to attract a slightly higher "quality selection," others,
less. The more selective you are in the hiring process, the better that
ratio will be. And, the wider your net in the search, the better your
chances at identifying the right hire! They come from all walks of life!
In
the next stage, the TRAINING, you need a basic understanding of the
style needed. Some people need plenty of strokes, others need an
occasional heavy push. Some need both. We can pinpoint certain areas,
such as role playing, conformant guidance, etc., that will help in this
process.
Similar
things occur in the important MANAGEMENT stage. In each of these areas,
however, you run your own show. If you choose not to follow our
recommendations, or see a different way to do something, that is your
call. We offer guidance, not direct demands, even though it often seems
that some of you might prefer it!
Get
outside opinions. Mine or another's. No one has to reinvent the wheel.
Oftentimes, the extra piece of advice makes all the difference in the
world. This is why we have our respective group associations. And, as we
advise many of their members, why not you?
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