Research On The Recruitment Plan Of HF Company Sales Management Based On Competency Model

Human resource is the key factor of enterprise development.Among the six modules of human resources,the recruitment module is the job of the enterprise to obtain human resources.How the company formulates the criteria that meet the requirements of the position and selects talents to determine the success or failure of the recruitment.In the human resource management system,the competency model is often used in recruitment,training,performance and other modules;it enables enterprise managers and human resource workers to have a set of qualified personnel selection criteria,it also plays an important role in recruitment,training,performance and other human resources.Real Estate Enterprises in China have experienced the period of inflation of 2015-2016 and the adjustment period of 2017,and entered the stage of structural adjustment.Leading Enterprises are developing towards management of standardization,while some small and medium-sized enterprises are leading to lower profits or even losses,and eventually eliminated slowly,because management is not standard,personnel erosion,rising operating costs and other factors.The real estate industry generally is divided into two categories,one is the real estate developer represented by Evergrande,Vanke,Country Garden and other enterprises,and mainly focuses on real estate development and sales.The other group is the real estate agent represented by YJ,SL and HF,and mainly focuses on the marketing planning consulting service and sales agent business of real estate(primary housing).In the two categories of real estate enterprise,sales management work is one of the most key positions in business,which is transformed into enterprise cash flow of the real estate project,the important factors related to personnel recruitment also directly affect the enterprise sales goal realization.In the face of increasing new projects,the recruitment standards of sales management posts tend to be vague,and it is normal to spend a lot of money to dig people from the other same companies,which is difficult to recruit.And many real estate companies,like HF company in the process of hiring sales management is only blindly the height of the candidate image,communication ability and the degree of obedience to decide whether to employ,after through routine procedures complete hiring,whereas find it difficult to recruit the right people.This reflects the fact that many real estate enterprises do not use the scientific competency model as the criteria for selecting talents,but still stay in the stage of "shoot the head".HF Company as a large domestic real estate agent enterprise,sales management work is in a state of dissatisfaction make up for a long time;sales management works under pressure and over concentration of power,the risk of enterprise management is also increasing.HF Company in the recruitment of sales management work such as competencecharacteristics exist in the model is not accurate to recruitment,which is too narrow,the process is not scientific.Job Interview relies heavily on subjective feelings,such problems as lack of checking summary of recruitment.The causes of these problems are mostly related to the competency model,that is not scientifically inaccurate because the model construction process is not scientific and non-standard,which leads to the failure of the model;The recruitment channel is too narrow because it is too simple to fit the characteristics model so that the employing department has formed the habit of giving priority to acquaintances;the interview relies heavily on the supervisor's feeling that the inaccurate competency model cannot be used as the standard for structured interview;and the recruitment process is unscientific and the lack of a review of the recruitment work although it looks like it has little to do with the competency model,but it's related to several other issues.In the difficult problem of sales management recruitment in HF Company,whether the competency model is valid or not is the crux of the problem.To verify whether HF company's existing simple competencies model is scientific and applicable or not,need to organize the expert group for validation,in performance outstanding samples and sample of the same amount from each test,the test observation after assessment of test results,whether existing competencies model of competence characteristics is analyzed on the association and the sample performance is excellent or not,not appropriate to determine the model does not science.Because the existing model is difficult to match with the sample performance,we need to reconstruct the model.Based on the survey results of the expert group,the most relevant characteristics and the hierarchical characteristic indexes were selected through the group discussion,and a new competency model was finally constructed.Need in HF model reconstruction after selling the company's existing management personnel to choose several performance excellent performance general samples for samples and model test,to determine the new model of competence characteristics and excellent sales management work performance association or not.Based on the new model of reconstruction,we can optimize the sales management recruitment scheme of HF company,and focus on solving the problems existing in the current recruitment process.After using the new model,standard recruitment and selection processes have also changed,opens up a new recruitment channels,can find a more suitable candidate,has changed the previous priority acquaintances narrow recruitment channels;In the interview process,due to the use of new model and new selection standard,it is only natural that do adjustment to interview and interview questions,according to the characteristics of the new model,the structured interview,with the same question bank examination different candidates and reduce the error caused by the interviewer subjective preferences;In the process,but alsoneed to change to adapt to the new recruitment process recruitment requirements,finally,in view of the whole recruitment for checking,so that the continuous optimization of the details of the recruitment.Through in-depth research competence characteristics model,HF in hiring sales management work,no longer blindly choose image's disobedience superior man but choose the best matching of duty as a sales management,recruitment work will become more,convenient,more scientific,more standardized and more efficient,but also for other real estate agents to deal with the similar problem brings revelation and experience.