When I am interviewing, I
like to play a game with myself. Long
before I ask the candidate, but generally within five to ten minutes after
starting the interview, I try to guess the candidate’s salary.
Funny thing is that I am rarely wrong.
Funny thing is that I am rarely wrong.
So this started me
thinking. What distinguishes the juniors
from the seniors, the high achievers from the ordinary? And what is it about the juniors who I know
will be highly successful that distinguishes them from the merely good?
Here is my analysis:
1. Attitude
Successful
executives exude confidence – in themselves, in their jobs, in their business.
They are positive. They are excited
about what they do and show it. Often,
their enthusiasm is infectious.
People who
interview them know that they are good, simply from the way they carry
themselves and from how they phrase their answers.
They speak with authority, even the young, recently graduated students. They just have that “it” factor.
2. Record
of success
Senior
executives, when asked what they are proud of accomplishing, can tick off any
number of successful things that they have done. They are accomplishment-oriented and do
things (as opposed the vast number of people who tell you they are proud of
their people skills with no specifics).
They are
very capable of solving problems and can articulate the role they played in the
solutions they have developed. Even successful
young executives can do this.
3. Self-Awareness
People who
are successful understand what has made them successful and what they do well
and, in most cases, what they don’t do so well (strengths and weaknesses). They are able to easily tell you “what makes
them good”. (That is the question I
ask).
4.
Awareness of others
Successful
people know that they are not effective in a vacuum. They understand the role that others play in
their accomplishments – both subordinates and senior people. They know how to manage both up and down for
maximum effectiveness.
5. Future
vision
Successful
executives know where they are going and what they need to get there. I love candidates who can articulate their
needs for the future. Many people come
in and tell me they want to run a business someday. But only a few have thought
enough about their goals to tell you what they plan to do to accomplish them. Each person’s formula for success is
individual and different; I knew I wanted to run an advertising agency (which I
did), and I had determined by the time I was thirty those elements and
experiences which I thought I needed in order to accomplish my goal.
6. Sense
of purpose/Job vision
Successful
people have a sixth sense about the job they currently have. They know what needs to be done and how to
accomplish it. It is amazing when I talk
to successful executives – even juniors – that they have both short term and
long term goals for their existing assignments. (And when they know that they
can no longer accomplish those objectives, they can look for new jobs
easily.) Their sense of purpose is very
clear.
Unfortunately, most of these traits are innate and part of the DNA of successful people. People who have them and don't know that they have them can learn to focus and bring them out.
Unfortunately, most of these traits are innate and part of the DNA of successful people. People who have them and don't know that they have them can learn to focus and bring them out.
Nice one, Paul
ReplyDeleteVery clear and nice...
ReplyDeleteClearly you are taking an American perspective, as you guys are obsessed with goals and achievement, which by the way is acquired through your culture (which is without doubt the most successful business culture on the planet. On the other hand, your collective/social culture is appalling). However this means that it is not innate - it is learned. Best wishes
ReplyDeleteIain: I appreciate your comments and your praise about our culture. I would like to know what you think is missing since you talk about this as an American perspective. There may be other attributes to look for and I would like to know what you think they are?
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