For years the gold standard in interviewing has been the behavioral interview. Rather than allowing people to make up answers with what they would, could, or should do, behavioral interviewing allows us to find out what they have actually done. We listen for details and think about how the action they took translates into the role for which they are interviewing. Often times that works, yielding a great hire, and sometimes a bad hire still gets through. It is a good interviewing process but there is a problem with behavioral interviewing. Behaviors can be influenced based on the environment or situation.
I recently interviewed an applicant who was telling me a great story of responding to a difficult situation while still delivering great customer service. The power had gone out in his office in the heat of summer. The office was miserably hot, and computers and printers were all down with a line of customers waiting on the other side of the counter. He told me of heroic feats of bringing in fans and serving ice cold lemonade to make the experience more pleasant for customers. He talked about rising to the challenge of handwriting customer documents to help get people on their way. It all sounded great until I started to ask a few more questions around motivational based interviewing. It turned out that many elements of his example were the work of other people and he was only acting on their direction or assisting them with their ideas. His behavior was unique to that situation and team. If placed in an office with lesser leadership or fewer resources, would his future performance be the same? I ventured to think it would not. And I avoided making a bad hire thanks to motivational based interviewing.
Behavioral based interviewing looks at what people do. Motivational based interviewing looks at why they do it which has led me to rewrite many of my interview questions. Why someone does what they do is much more ingrained to how they think and less likely to be influenced by a particular setting. Some people look at a challenge with an understanding that they can engage in problem solving actions to influence the outcome. These people find success, or at least a learning moment, regardless of the obstacles. Other people see challenges as something that happens to them, believing they have no control over the outcome. They have a victim mentality. Of those two people, which one would an employer want working for them? Motivational interviewing allows me to identify those who are internally motivated toward finding success from those who are merely recipients of bad luck. Rather than getting caught up in a nice sounding story with lots of details (behavioral interviewing), I now find myself digging deeper into why they did what they did. I now apply the approach of understanding the motivation, not just the actions.
Taking that one step further, motivational based interviewing will identify what makes people tick, their passion. The simple addition of two questions to my interview process can yield great insights. Question 1: Of all the jobs you have done, which has been your favorite? Question 2: Of all the jobs you have done, which have you enjoyed the least? I have found that most people do not need to think long to answer these questions. There is one job that they have loved and they can tell you why. And everyone has that one job they absolutely did not like. I have interviewed candidates who told me they were all about the key aspects of the job for which they were interviewing. But when I asked for their favorite job, it was apparent their heart was in a different place.
When hiring a person whose passion aligns with the business and combine that with the desire to overcome challenges, employers end up with a rockstar employee. They will have the passion that fuels success and the skills to perform with excellence.
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