About Rob McKay

Rob is the principal consultant with Assess Systems NZ. He has extensive experience in the NZ and Australian broadcasting industries, pioneering commercial FM radio in both countries. Being an owner, operator and consultant of many radio properties, small and large, Rob has a solid base of general business and marketing knowledge in an industry that is very dependent on 'people performance'. After selling his radio interests in the early 90s, Rob decided to go back to school! Over 5 years of full-time study he gained a BA in Business Psychology and a MA(Hons) in Industrial & Organisational Psychology from Massey University. Rob's interests lie in employee assessment (especially sales persons), competency development and behavioural interviewing.



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Author Archive for 'Rob McKay'

Your personality - who’s to blame?

Posted by Rob McKay on March 22, 2008 
Filed Under Personality | Leave a Comment

Personality is stable after the age of about eighteen years, if you’re a parent you probably think it’s more like eight! Psychologists have found that there is about a four percent difference between eighteen and twenty years, but after we reach twenty we are stuck with who we are.

Tips on proactive recruiting

Posted by Rob McKay on November 8, 2007 
Filed Under Selection, Talent Management | Leave a Comment

Over the past years I have given dozens of seminars and speeches on the selection process. It doesn’t matter if I am in Invercargill, Auckland, Napier, Sydney, or Singapore, I always hear the same complaint: “Rob our area is different, there is a great shortage of talent here, we just can’t find good people”.

What motivates salespeople

Posted by Rob McKay on August 28, 2007 
Filed Under Persuasion/Selling | Leave a Comment

If you think sales people are motivated by money, think again. Recently, the team at Assess Systems dived into the SalesMax database and crunched the numbers from the motivations scale. Of the eight motivators measured, the number one motivator ranked more than twice that of the number two motivator. What do you think it was?

The interview is not a conversation

Posted by Rob McKay on August 2, 2007 
Filed Under Interviewing | Leave a Comment

When hiring new employees, many managers think they can ‘read’ behind interviewees’ responses and know what they are really saying. Years of research have taught us that we are poor at ‘reading’ people. This leads to the danger of the hiring manager believing he/she can assess the candidate’s personality fit with the role and the organisation – the old “I can pick’em when I see’em”, approach.

Poor Sales Performers Kill Your Revenue

Posted by Rob McKay on July 4, 2007 
Filed Under Persuasion/Selling | Leave a Comment

We all know about the 80-20 rule. You know: 80% of your sales comes from 20% of your salespeople, 80% of your profits come from 20% of your customers, and so on. The official name of this rule (yes there is one, this wasn’t made up by the sales manager) is the Pareto Principle, also called the Law of the Vital Few and the principle of Factor Sparsity. In a nutshell, it says 80% of the consequences stem from 20% of the causes.

The Psychology of Interviewing

Posted by Rob McKay on June 6, 2007 
Filed Under Interviewing | Leave a Comment

Selecting employees based solely on an interview is, at best, a ‘toss of the coin’; in other words, there is about a 50/50 chance that you will make the right decision.

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