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Interviewing and the Economic Value of Good Looks 167
Case Study: Can You Visualize a Blueprint?
I work with a number of companies in design-related industries,
including architecture and home remodeling. Within this group
are the members of the National Kitchen and Bath Association,
which represents a range of organizations involved in the manufacture,
design, and construction of residential kitchens and baths.
A kitchen and bath designer is a unique kind of salesperson.
In addition to being able to sell, he or she must design and manage
construction projects. I helped one client create a simple
blueprint test to administer to candidates for this designer position.
During the interview process, each candidate is asked to
review a simple blueprint of a kitchen, make some basic measurements,
and then indicate the proper dimensions of the designated
cabinetry.
This very straightforward test pinpoints skills that some people
just don’t have: the ability to visualize a blueprint in three
dimensions and read measurements accurately. By requiring
every job candidate to complete this simple test, my clients weed
out people who may have the interpersonal skills for the job but
don’t have the underlying technical competencies to be effective.
Case Study: Create a Sales Presentation for the
Last Product You Sold
Another company that I know has a terrific business-to-business
sales force. During the interview process, this company requires
sales candidates to create a brief PowerPoint sales presentation
focusedonwhateverproductorservicetheysoldintheirlast
position. The company provides candidates with a computer
and 30 minutes in which to build this presentation. Then the
candidates deliver their pitch to the sales management team.
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