Hiring the "Sales Athlete": Competency Modeling & Behavioral Interviewing

  • Course Code: LEAD-401

  • Format: In-Person / Virtual

  • Description: Past performance doesn't always predict future success. Using Competency Modeling, this course helps managers design interview scorecards that assess traits like "Grit" and "Curiosity", which are essential for high-rejection environments.

  • Learning Objectives:

  • Design an interview scorecard for "Grit" and "Curiosity".

  • Utilize behavioral interviewing techniques to predict success.

  • Reduce bias in the hiring process.

  • Scholar-Practitioner Framework:

  • Theory: Competency Modeling.

  • Application: Designing the "Sales Athlete" Scorecard.

  • Curriculum: Traits vs. Skills; The Behavioral Interview; Reference Checking.