New Trends in Management:

Hire for attitude, train for skill

Dr. K. Kuhathasan CEO: Cenlead

“The criteria for selecting people for jobs is fast changing. In the past skills - especially technical skill, educational background and professional skill were considered as the most important criteria when selections were made for jobs.”

“But today, more weightage is given to the attitude of the people. ‘Hire for attitude, train for skills” has become the order of the day,’ said General Manager HR of LAUGFS Hector Perera.

A survey conducted by a professional body recently revealed that most firms give about 70 percent weightage to the attitude of the candidate while only 30 percent weightage is given to skills, while recruiting people for their organisations.

Why are organisations changing the rules of the game? The same survey revealed that a person with a positive and pro-active attitude will be able to help an organisation in the following areas:

* Will be able to develop a positive, constructive and dynamic working atmosphere.

* Will be always happy, cheerful and enthusiastic

* In the long run, he will be able to develop a charming personality and will be able to win the confidence and trust of his team.

* Will be a good team player. He will be able to display more positive energy and emotions.

* Will be always positive oriented, optimistic in outlook and look forward for opportunities even in bad times.

* Will be naturally creative, innovative and will be willing to adopt changes.

* Will be able to take pro-active decisions and solve problems in an acceptable manner.

* Will be able to foster better relationship with the management and customers - both internal and external.

But, how does one identify and judge whether a candidate is empowered with a positive attitude?

How can a judgment be made? What is the yardstick?

Although people on the interview board hunt for people with the right attitude, yet, their task is difficult!

What is the criteria that should be adopted to spot a person with positive attitude and positive emotions?

At an interview

When you are interviewing, look for the following attributes in the candidate:

Candidates with a positive attitude will be always:

* Fully relaxed. Cool, calm and confident.

* Listens to you well and will display a lot of enthusiasm and interest.

* Responds to your question in a positive, practical and prudent manner.

* Expresses his future plans, goals and contribution in an interesting, enthusiastic and hopeful manner.

* Observe carefully whether he is using positive responses such as “Wonderful”, “Fine”, “excellent” “It can be done”, “I am very confident about it.”

* Look for his first word in his responses.

If he responds with the word “Yes”, “Yes”, “it is good”, he is displaying positive signals.

If he responses with negative signals like “No, No, No” “may be”, then he is not confident of himself.

* If he responds very frequently with expressions such as “I am sorry” and giving too many excuses, then it is not a good feedback.

Favourable responses

- Smiling and nodding affirmately.

- Leaning forward and maintaining eye contact with you.

- Displaying enthusiasm and interest in the ongoing dialogue.

- Very confident of himself

- Always in upright posture.

- Concentrates alertly and consciously.

Identifies your central idea and responds only on that point.

- Patience and always responds with a sense of humour.

Negative and unfavourable responses

- Yawning reflects boredom.

- Shuffling feet, Leaning back in chair, looking at his files always.

- Frowning, Scratching his head.

- Tongue smoothing his lips.

- Suppression of feelings.

- Looking down while responding to your questions.

- Hands in the pocket.

Invest in developing attitude

Having selected a candidate with a positive attitude, it is also necessary to train them in “Soft Skills”

Training is the process of updating knowledge, developing skills, bringing about attitudinal and behavioural changes, and improving the ability of human resources to perform efficiently and effectively.

With the advent of the open economy in the country, the enhancement of organisational effectiveness has become a matter of vital importance in meeting the complex demands of the new business environment.

There is a widespread belief that a positive relationship exists between employee development and organisational performance.

Learning opportunities enable employees to perform better at their jobs, which, in turn, enables the organisation as a whole to perform better as well.

Benefits of training

Training effectiveness refers to the benefits that the company and the trainees receive from training.

Benefits for tr-ainees may include learning new skills or behaviour.

Benefits for the organisation may include increased sales and more satisfied customers.

If organisations are to compete, their personnel must appreciate the fact that “training is a life long exercise.”