Career Transitions in
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Earlier in my HR career, I was interviewing for my first leadership position and it was down to me and one other candidate. In the last round we presented to a panel, which included the CFO (my prospective future boss). As a former instructor, I was sure I had this one in the bag! My presentation was highly visual and full of relatable anecdotes guaranteed to hold their attention. After a few minutes into the presentation, I noticed that the CFO was “less than charmed” by my creative attempts to engage the panel. He later asked questions about my research and lack of quantified data.
I lacked the ability adjust my delivery for all members in the panel, especially the CFO who was focused on facts and results. As a result, I was unable to earn his respect, much less prove my value in his organization. I was the perfect example of being highly qualified, experienced and prepared. Yet, I ultimately failed to communicate my value by not speaking the same “language” of my interviewer. Here’s how to learn the language of your interviewer and leverage it to your advantage! There are 4 primary behavioral languages. We are a mix of all four behavioral styles, however we each have one that stands out above the others. That is called our primary behavioral style. There are many assessments out there to measure the behavioral analytics of a person. However, the one I prefer for this approach is DISC. It’s simple, easy to use and perfect in a quick assessment situation. The key is to quickly assess your interviewer and determine which style is primary for them. Then adjust your communication responses to their style so you can deepen their understanding and connection. The following is a breakdown of the general population and how they fall into the four behavioral styles. As you read through consider which one also describes you! D | Dominance – 10% of the population are drivers who like to take charge, have power, are bold and focused on the bottom line. The “D” Personal Motto: “Some people want things to happen, others wish they would happen, but I make things happen.” How to pick them out in an interview:
I | Influencing – 25% of the population are expressive, good talkers, outgoing, entertaining and impulsive. The “I” Personal Motto: “Live like someone left the gate open.” How to pick them out in an interview:
S | Stable – 40% of the population are amiable, steady, loyal, calm and understanding. The “S” Personal Motto: “You can’t live a perfect day without doing something for someone who will never be able to repay you.” How to pick them out in an interview:
C | Compliance – 25% of the population are analytical, detailed, logical and factual. Personal Motto: “If anything can go wrong, it will." How to pick them out in an interview:
“Seek first to understand, then to be understood.” Steven Covey True communication occurs when you know your audience and can adapt to meet them where they are first. A great way to do this before an interview is to use the personality tool Crystal. It can identify the behavioral style of a person from their LinkedIn profile by using a Chrome Extension. Just look up the LinkedIn profiles of those on the interview panel using Crystal. Then prepare answers to potential questions so they align with their behavioral style by using this article as a quick guide. This is also a great strategy in preparing specific questions to ask each interviewer to ensure you are discussing the areas that matter the most to them!
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April 2020
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