Publicación: Protocolo de entrevista por competencias para selección de asesores comerciales en la Temporal Acción Plus, para el cliente Colpatria
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This project discusses the possibility of using a competency-based interview for staff selection at Colpatria, more specifically in the position of commercial advisors. This, according to the initial diagnosis made in field work and the observations made by the client, as they are directed to failures in terms of rotation and profiles presented, as a result of this observation the possibility arises to open doors to try to consider the interview by competencies as an alternative to apply and also make a good selection of personnel, targeting the specific profile requested by the client, in this case Colpatria. The competency interview is designed exclusively for the selection of the commercial advisor requested by the client, where emphasis is placed on identifying organizational competencies such as service attitude, adaptability, customer service, self-motivation, negotiation skills, interpersonal understanding, creativity, availability, customer orientation, service orientation and responsibility. It is possible to suggest in the present project that the understanding of the organizational psychological dynamics involved in the selection process and more in this specific case, take on great importance, because making a good selection of the requested personnel makes the rotation decrease, the commission rate by which commercial advisors are governed is high, and processes such as motivation and interpersonal relationships with colleagues and with the client are consistent and positive. In order to give a timely response to the observations made by the client Colpatria, an interview is structured by competencies, where emphasis is also placed on putting the candidates into context with a sales clinic and solving communication problems with the clients they are going to handle. Finally, to account for whether the project is somehow applicable and yields the expected results, we will use a quantitative methodology that will account for the impact and applicability of the interview by competencies this specific profile.