Page 110 - Boost Your Hiring

96 Boost Your Hiring IQ

ANSWERS
The Strongest Answer
(B) Not only does this answer give specific examples, but it
demonstrates an appreciation of thinking beyond what is cur-
rent to a vision of what can be. This answer also demonstrates
respect for the technical people and what they contribute to
the bigger picture. The candidate sounds like someone who is
involved in a professional community and who does a good job
of networking with other companies and executives. He defi-
nitely has his finger on the pulse of what is going on.

The Mediocre Answer
(A) Although this answer demonstrates an understanding of the
role of technology in business, it suggests passivity and does
not reveal the business acumen necessary to be involved in
broad business or technical and economic trends. More prob-
ing may reveal that this person does get involved more than
this answer indicates. Consider asking, “Are there ways you
stay current in addition to reading? Can you give me some ex-
amples of how that is helpful for you?”

The Weakest Answer
(C) This answer strays off course and ultimately doesn’t address the
question about staying “abreast of the latest news and trends.”
While it is important for people to be experts in their own fields,
it is also necessary that they maintain some knowledge of the
ever-changing technical world and how it will affect future sales.
This answer also does not demonstrate a visionary perspec-
tive. You will need to ask further questions to find out if this
person is relying on others to take the responsibility of report-
ing the latest news and trends. Depending on the responsibili-
ties of this position, this could be a red flag. The management
style has the sound of passivity, but on the other hand, it could
simply demonstrate a hands-off management style.

RATE YOURSELF
If you chose answer (B), give yourself 5 points.
If you chose answer (A), give yourself 3 points.

If you chose answer (C), give yourself 0 points. _____