behavioral interviews: from good to great · 2019-12-13 · behavioral interview questions •...

KNOWLEDGE FOR ACTION

BEHAVIORAL INTERVIEWS: FROM GOOD TO GREAT

Deb RosenbloomExecutive Coach, Hancock Leadership

Presented to Wharton MBA 1st Year students


Themes for Today

Deb Rosenbloom, Hancock Leadership 2

• Preparation and iteration drive “good to great”• Being authentic and present • Being RELEVANT


Agenda for Today


• The opening• Behavioral interview questions• Resume walk-through• The closing (and the big aha that got me offers!)• Top 5 mistakes to avoid

(See handout for detailed frameworks and examples)

Industry specific knowledge will be covered in other sessions


Your Agenda


Think of the most difficult interview questions you have faced (or asked)


THE OPENING

(First impressions set tone)


Adopt a Winning Mentality


• Collaborate with your interviewer• Focus on YOU versus the competition• Understand you won’t win them all, and have

strategies to deal with rejection


First Impressions Count


• Warm up• Look the part• Understand it starts with the first contact• Build rapport on the way to the room• And be prepared to start strong…


The Most Dreaded Question


Tell me about yourselfIt’s vague & anxiety-causing, so why ask it?You can dread it, OR view it as an opportunity to set the tone and influence the agenda


Tell Me Tips


• Start with the interviewer’s perspective:what 3-4 things do they NEED to know about you?

• Be concise and structured to avoid rambling practice and iteration are key

• Set up stories you want to tell later• End well:

“so, I guess that’s about it…” is NOT ending well

(See handout for framework)


BEHAVIORAL INTERVIEWS

(behaviors drive results)


Behavioral Interview Rationale


Best predictor of future success is past success

Instead they ask about past success in the COMPETENCIES required for the new role

Interviewers should ask about your past success in the job they want to hire you into…

…but, you are probably targeting a role different from previous experience, so they can’t ask about what

you haven’t done


6 Key Competencies Sought by Interviewers


While relevant competencies differ by industry and function, these 6 top the list for Wharton MBA interviews:

• Influence/Leadership• Creativity• Decision Making • Stamina• Handling Ambiguity• Teamwork/Handling Conflict


Behavioral Interview Sample Competency Questions


Tell me about a time when you…

Influence/Leadership

Decision Making

Creativity

Stamina

Handling Ambiguity

Teamwork/Conflict

…convinced someone of your point of view?…led a team/person without having direct authority?

…came up with new ideas key to the success of a project? …overcame a roadblock to solve a problem?

…had to make a decision with limited facts?

…had to work really hard?

…had to deal with a change in direction or priorities?…achieved success with limited direction from others?

…had a conflict with someone and how you dealt with it?…solved a conflict on a team?


Example – Take 1


Question: Please describe your leadership style? Student response: “I tend to be a collaborative leader. I start by understanding people’s strengths and motivations so I can help them succeed. I also think it’s important to surface any issuesor concerns, and then work together to find the best way forward to achieve the stated goal. I also like to make sure to share the credit with the team so they feel ownership. I have found that this approach leads to much better results than just telling people what to do.”

What do you think of this real example?


Example – Take 2


Question: Please describe your leadership style?

Student response: “My approach is to collaborate to find the best solution. An example of this is when I led a successful new product launch as Product Manager at X Company…

The sales team had promised a major customer that we would launch a product in 3 months, committing us to a $500K penalty if we missed the deadline.The challenge was that Joe, the Lead Engineer, insisted that it would take 6 months. I met with Joe to discuss the situation, and he said “I’ve been launching products for 20 years, so don’t tell me how to do my job.”


Example – Take 2 Continued


I could tell Joe was very frustrated, and when I asked him about it, he told me that he felt like his engineering team was always being asked to work long hours with no recognition and they were burnt out. When I asked him how we might work together to meet the deadline without burning out his engineers, his attitude began to improve, and he agreed to review the product scope with me.After reviewing the design, we identified several features that were not critical to the customer’s needs. By deleting these features, we could meet the deadline without compromising the quality of the product or burning out his team. Using the revised design, we delivered on time and the customer was so pleased they doubled their order. I knew that was a big win for the Head of Sales so I convinced him to support a small (but much appreciated) bonus for the engineering team as well.


How to Do It: Telling Stories


• Situation: when, where, what• Obstacle: what made it challenging• Action: what did you do specifically• Result: what happened


Answer Behavioral Questions With Stories


Telling stories from your past experience• Is more interesting for your listener• Allows you to be authentic while demonstrating your

confidence and passion• Highlights a record of accomplishment• Moves from general and hypothetical to specific and

memorable(See handout for framework and example)


Answering the Weakness Question What NOT to do!


Question: Tell me about your biggest weakness?

Student response: “My BIGGEST weakness is that I work too hard and set the bar too high.”

Student response: “My BIGGEST weakness is that I am not a great presenter.”

There’s got to be a better approach!


Weakness Questions - Take 2


Question: Tell me about your biggest weakness?Student response: “Earlier in my career I received feedback that I might want to work on my presentation skills. After collecting additional feedback, I realized that people felt that I rambled a lot in my presentations, so they didn’t walk away with a clear understanding of the key points or what the next steps were. I started preparing much more thoroughly for presentations, and practicing so that I could do a better job of making my points in a way that is more clear and concise. I’m not naturally concise, so doing this preparation allows me to engage people in a more successful way.

How’s this version?


Weakness Questions – Take 3


Question: Tell me about your biggest weakness?Student response: “Earlier in my career I received feedback that I rambled in presentations, leaving people confused about key messages and next steps. By learning to prepare and practice, I now present in a more clear, structured and concise manner. While this is something I am continuing to work on, my classmates at Wharton tell me that my presentation style has improved dramatically.


RESUME WALK-THROUGH


Resume Walk-Through Tips


• Know your story – don’t read your resume (or assume interviewer is familiar with it!)

• Focus on accomplishments• Discuss transitions (and why when relevant)• Prepare for anything you might need to explain

(be concise and confident)


Read Cues from Interviewer


Interviewer will likely provide cues about desired depth and pace along the way:• Pull up if: “so, how did you get from there to your

next role?”• Go deeper if: “tell me more about that…”, “what

else did you do there?”


THE CLOSING

(opportunity to differentiate)


Your Turn to Ask Questions


The Q&A portion of the interview is your chance to:• Demonstrate passion for the job• Continue to build rapport and engage interviewer• Cover any key points that haven’t been addressed


Prepare Questions in Advance


Types of questions:• Details you would want to know when you start

the job – versus what’s in it for you• Interviewer’s personal experience• Company strategy, positioning, success factors• The KILLER question


Closing the Deal (my personal breakthrough)


• You need to let them know you are seriousThey want to know you will accept an offer if they make one

• Strike a balance between:Interested …and… in demand


Follow Up


• Agree to next steps before leaving“What are the next steps?”“If I don’t hear from you by the end of next week, would it be appropriate to follow up?”

• Thank you within 24 hours (regardless of outcome)• Keep your network updated


TOP 5 MISTAKES TO AVOID

(What NOT to do)(Never, ever, ever)


What NOT to Do


Avoid these top 5 mistakes:1) skipping your homework2) asking for feedback during the interview3) using negativity4) mismanaging time5) assuming interviewers “divide and conquer”


Practice Takes You from Good to Great!


• Mock interviews offer dramatic improvement!– Learn more about your target industry: content,

nuances, interview styles– Receive feedback on: style, content, non-

verbals, ability to connect with interviewer


Crazy Good interview Skills


Please complete feedback surveys.Thank you and stay in touch!

(Deb Rosenbloom [email protected])


EXTRA SLIDES


Looking the Part


• What to wear – avoid distractions in your:clothes, hair, shoes, bags, scents

• Project energy and confidence through body language

• Begin and end with a great handshake


Great Answers to Behavioral Questions


• Illustrate: show versus tell that you possess the required competencies

• Engage: keep your interviewer’s attention• Specify: describe specific past accomplishments• Impact: have a memorable, positive result


One Model for Telling Stories


Headline (catches the attention of interviewer)

• Situation: when, where, what• Obstacle: what made it challenging• Action: what did you do specifically• Result: what happened


Postponing Compensation Discussion


• Phrases to delay the comp discussion:– “I would prefer to discuss the position more

fully before discussing salary”– “I’d like to revisit a salary conversation after I’ve

provided a better sense of my skills”– “I assume the compensation is in line with the

market, do you have a range for this role?”

behavioral interviews: from good to great · 2019-12-13 · behavioral interview questions •...

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