Competency-Based Selection

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Program Summary

The use of competency-based selection procedures for selecting high performing employees has become a standard practice for many organizations. The Consortium is currently assessing the state of the art in competency based assessment procedures through the work of the measurement task force. The Consortium also is in the process of identifying programs that make use of sound procedures and methodology. An example of one such program is the competency-based selection program used by L’Oreal to hire sales people. The Behavioral Event Interview (BEI), developed by Hay McBer, was used to identify key competencies critical for success in sales. Salespeople selected with this procedure significantly outsold salespeople selected using the company’s old selection procedure. On an annual basis, competency-selected salespeople sold $91,370 more than control salespeople did, for a net revenue increase of $2,558,360.


Spencer, L.M., Jr., & Spencer, S. M. (1993). Competence at work. New York: Wiley.




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