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中途採用で「即戦力」採用を成功させるには?探し方・選考・受け入れのポイントを解説|HRドクター|株式会社JAIC 中途採用で「即戦力」採用を成功させるには?探し方・選考・受け入れのポイントを解説
中途採用人材には「即戦力性」を期待してしまうものですが、必ずしも中途人材が即戦力とはなっていないという現実があります。前職で優れた成果を上げている中途人材が、なぜ自社で同じような成果を上げることができないのか?と疑問を感じる方もいらっしゃるでしょう。
記事では、中途人材が即戦力として成果を上げることの難しさも踏まえたうえで、「中途採用人材をいかに戦力化するか?」「即戦力となり得る人材をいかに採用するか?」を解説します。中途採用が上手くいっていない、中途採用した人材が戦力化していないとお悩みであれば、ぜひご覧ください。
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中途採用が「即戦力」になれない理由
中途採用の人材は、一般的には「即戦力性」が求められます。しかし、結果的に期待通りの活躍ができていない人材が多いのも事実です。いったいなぜ、このような事態が起こってしまうのでしょうか。まずは、中途採用社員の「即戦力化」が難しい理由について解説します。
中途採用が「即戦力」になれない理由
職種経験や場合によっては業界経験もある中途採用の社員が即戦力になれない理由として、「組織社会化」という大きな壁があることを理解しておく必要があります。
「組織社会化」とは、聞きなれない言葉かもしれませんが、「組織に加入した人が組織に馴染んで力を発揮するために必要な基礎知識を身に付けるプロセス」を指します。
ここでいう「基礎知識」とは、“企業理念やビジョン等の共通認識”“組織の歴史”“組織体制や意思決定のプロセス”“バリューや行動規範等の価値観”“組織を構成する人”“社内用語や社内ツール”等を指します。
これらの組織社会化が終わらないと、どんなに実力を持った人材でも力を発揮することができません。
スキルや経験を持った中途人材の即戦力化に失敗するケースでは、組織社会化が上手くできていないというパターンが多々見られます。
中途採用に成功している企業では、中途採用後の受け入れプロセスとして、組織社会化をスムーズにおこなうためのプロセスが組まれていることが殆どです。
組織社会化は、中途入社の社員でも必要なものであり、中途採用社員の活躍で有名がGE等では、マネージャー層や幹部層の採用になるほど、組織社会化のプロセスを丁寧におこなって、持っている力をスムーズに発揮できるようにサポートしています。
「入社人材の適応力」と「企業の受け入れ力」の双方が必要
「組織社会化」をスムーズにおこなうために重要なカギとなるのは、「中途人材の適応力」と「企業の受け入れ力」「中途人材の適応力」です。
中途人材は、前職でのやり方や成功体験に固執せずに、新しい職場でのやり方を受け入れる必要があります。また、企業側は中途人材が力を存分に発揮できるように、一連のサポート体制を整えなくてはなりません。
具体的に、配属部門はもちろん、他部門を含めた業務レクチャーや歓迎会、ビジョンや組織の共有、社内用語集の作成、状況確認のための面談等です。
新卒・中途を問わず、新たに合流した人材を受け入れる一連のプロセスは、最近の人事用語では「オンボーディング」と呼ばれます。
オンボーディングを設計するうえでも、商品知識や業務知識を教えるだけではなく、組織社会化の要素を意識することで、より効果的なプログラムとなるでしょう。
「入社6ヵ月以内に組織への貢献ができない中途人材は離職しやすい」というデータもありますので、しっかりとプロセスを踏んで、早期に結果が残せるようにサポート体制を整えましょう。
中途採用で即戦力採用を成功させる3つのポイント
経験やスキルを持った中途人材でも「即戦力化」は難しく、ちゃんとプロセスを踏む必要があるということを確認したうえで、「中途採用における“即戦力採用”を成功させる」ためのポイントを見ていきましょう。
ポイント① 活躍に必要な要素を明確化しておく
最初に押さえておきたいのは、該当職種で戦力になるためにはどのような特性やスキルが必要なのかを明確にしておくことです。明確化に関して、具体的に採用活動の中で意識したい点は次の2つです。
1.自社の募集職種で活躍するためのスキルや特性を、まず明確にする。
例えば、同じ「営業職」でも会社によって活躍するために必要なスキルは大きく異なってきます。従って、必要なスキルや要素は「営業経験」等の抽象的なものではなく、なるべく具体的なレベルへと分解しましょう。
自社分析のやり方は、下記の記事も参考にしてください
2.採用時には、組織社会化の視点で、「自社の働き方と候補者の働いてきたスタイル」の比較をきちんとおこなう
必ずしも、すべてが自社と一致している必要はありません。ただし、採用~入社時まで、「即戦力化」を意識したうえで、『〇〇は前職と同じ感覚で働けるけど、〇〇はGAPを感じるかもしれません』ということを、きちんと伝えることが結果的に即戦力化を加速します。
ポイント② 配属部門の社員に採用へ関わってもらう
2つ目のポイントは、配属部門の社員を採用に関わらせることです。これは当たり前におこなわれているという企業も多いかもしれません。
配属部門の社員、とくに採用する候補者の上司となるマネージャークラスに関わってもらうことは非常に重要です。現場で必要としているスキルや特性を踏まえた採用をおこなうという目的に加え、採用市場の現状を現場社員に理解してもらう意味もあります。
また、配属部門の社員に、面接や面談に参加してもらうことで、候補者が現場の雰囲気を知ることができ、組織社会化の入り口になるというメリットもあります。
ポイント③ オンボーディングを実施する
3つ目のポイントは、即戦力化に向けたオンボーディングを導入することです。日本の会社では、新卒採用では非常に丁寧に新入社員研修をおこないますが、中途採用では殆ど研修をおこなわずに現場配属、OJTに入ってしまうケースが大半です。
もちろん、時期も経験値もバラバラで入ってくる中途社員の研修は、OJTでの研修が中心になるのはやむを得ないのですが、その中で、「組織社会化」を意識した受け入れプログラムを設計することが重要です。
また、OJTの中では、「自社での仕事の進め方の習得」と「自社に合わないような前職での仕事の進め方の廃棄」をOJT指導者がちゃんとアドバイスすることが重要です。
このとき、的確な助言をおこなえるようにするためにも、採用段階において自社の仕事の進め方と候補者がこれまでにおこなってきた仕事の進め方との違いを明確にしておくことがカギとなります。
オンボーディングに関する詳しい情報は以下の記事もご覧ください。
即戦力人材の見つけ方
組織社会化を意識しながら採用のステップを踏むことで中途人材を戦力化することができますが、「そもそも欲しい人材に出会えない」といった声が多いことも事実です。それでは、どのように採用活動を進めれば、即戦力人材に巡り合えるのでしょうか?
この章では、即戦力人材の見つけ方について解説します。
即戦力となる人材を転職市場で探すのは難しい!?
そもそも、求人媒体等で募集をかけても、即戦力となり得る人材に巡り合うことがなかなか難しいという事実があります。何故ならば、「即戦力となる優秀な人材は、今の職場でも活躍しており、就職中の企業から高い評価を受けている」からです。
もちろん、異業界への挑戦、より良いキャリアややりがいを求めての転職、会社の事業撤退、やむを得ない退職等によって、優秀な人材が一定数は市場に出てきます。そういった人たちにリーチするには、母集団形成のやり方、使うチャネル、自社の魅力付け等、さまざまな工夫が必要です。
「転職市場で求人広告を出すだけでは、なかなか即戦力、優秀な人材は採れない」ことは、前提条件として、現場や経営陣に採用の難しさを理解しておいてもらう必要があるでしょう。
即戦力となれる人材にリーチするための5つの手法
即戦力が市場に出てきにくい以上、即戦力人材を採用するためには、「待ち」の姿勢ではなく、企業側から人材に対してアプローチすることも重要です。企業側から人材に対してアプローチするための代表的な手法もご紹介します。
・ダイレクトリクルーティング
人材データベースやWantedly等のビジネスSNSの登録ユーザーに対して、企業側からアプローチをする手法です。プロフィールから、現在の職種や職歴、過去の実績等をチェックすることができます。中途採用の領域ではBizreach等のサービスが有名です。
ダイレクトリクルーティングは「いい案件があれば転職を考えてもいいかな」という潜在層の登録も、求人サイトより多く、その点でも優秀層にアプローチしやすくなっています。
・リファラル採用
リファラル採用とは、社員の友人や知人を採用する手法です。また、自社に来ている営業に声をかけることもリファラル採用の一つです。リファラル採用には、自社の組織や仕事をよく知っている、かつ、相手のことも知っている社員がマッチングしますので、マッチング精度が高くなりやすいというメリットがあります。
また、「今、転職活動をしている人」だけではなく、「自分が一緒に働きたいと思える人」に声がけをしていってもらうことで、転職潜在層にリーチすることも可能です。
・アルムナイ制度
アルムナイ制度とは、一旦退職したスタッフを再雇用する制度です。退職者は、自社の文化や仕事の進め方を熟知しているという点で、組織社会化のハードルは低く、一番即戦力になり得ます。
また、一回退職してからの再入社は本人としても“覚悟”や“想い”を持って入ってきますので、マネジメントもしやすくなります。採用コストを抑えて即戦力を雇用できる方法として、人材の流動化が進んでいる近年、とくに注目されている制度です。
・人材紹介/ヘッドハンティング
元々、人材紹介/ヘッドハンティングは、求人広告と比べると、「応募先企業の内部情報を教えてもらえる」「自分の客観的な市場価値を知りたい」といった誘因で登録する人材も多く、求人広告よりも優秀層や業界・職種経験者層にリーチすることができます。
自社のことをよく理解している人材紹介会社を作り、採用が急務ではないポジション等もいい人がいたら提案してもらえるような関係性を作ると、優秀層にもアプローチしやすくなるでしょう。
・業務委託(プロ派遣、顧問紹介等)
厳密には採用ではないかもしれませんが、プロ派遣や顧問紹介等のサービスも近年では普及しつつあります。あくまで、業務委託契約を通じたパートナーシップですので、中長期的な幹部候補等にはなりませんが、即戦力・優秀層にリーチすることができます。
とくに最近では、副業の解禁が進んだ影響もあり、今までは転職市場に出てこなかった「今の会社で活躍している人」や「前向きに独立したい人」等にリーチできることが業務委託の魅力です。
営業や販売職等は難しいですが、マーケティング、広報、IT、法務、経理、財務等の「専門性が高く、未経験者とプロで圧倒的にパフォーマンスが違う」専門職の領域では、即戦力を確保する施策として検討に値するでしょう。
中途採用で即戦力かどうかを見極める面接のポイント
最後に、中途採用の面接時に“即戦力となり得るか否か”を見極めるポイントについて解説します。
実績だけではなくエピソードの中身を確認する
採用面接において、大半の候補者が“自分を良く見せよう”という心理が働くのは当たり前のことです。また、実績の数値だけでは、自社でも同じような数値を残してくれるとは限りません。
さらに、実績は、必ずしも求職者の営業力やスキルによって得られたものとは限らず、他のメンバーの功績が大きかったり、たまたま商材・サービスが市場のニーズに合致していたりしたケースもあります。
このような落とし穴を防ぎ、候補者の力量をちゃんと把握するためには、構造面接の最も基本的な手法であるSTAR面接の手法を使って、エピソードの中身を確認することが大切です。STAR面接とは、S(Situation:状況)・T(Task:仕事)・A(Action)・R(Result:結果)の頭文字を取ったものです。
具体的には、候補者が「どのような状況で」「どのような業務を任され」「どのように行動し」「どのような成果を上げたのか」を一つひとつ、事実ベースの情報や意思決定プロセス等も含めて確認していきます。
これにより、状況における候補者の役割や立場、意思決定への関わり方を把握することができます。同時に、意思決定の傾向、周囲とのコミュニケーション等のコンピテンシーや性格特性をしっかり確認することで、候補者の人物像をしっかりと見抜くことができます。
面接だけではなくワークサンプルを実施する
ワークサンプルを実施すると、業務スキルを最も高精度で見極めることができます。ワークサンプルとは、候補者に実際の業務に近い内容の仕事をさせて、その成果を採用評価の判断材料とする非常に効果的な手法です。
「ハードルが上がってしまって、選考内で実施することはなかなか難しい」と思われるかもしれませんが、面接内でワークサンプルに近いことを実施することも可能です。例えば、HRドクターを運営するジェイックでは、
- 「講師職」であれば、「次回の面接で講義のこの部分をやってみてください」と5分程度のデモ講義をしてもらう
- 「営業職」で、かつ営業の経験者であれば、前職の商品・サービスで商談のロールプレイングをしてもらう
- 「マーケティング職」であれば、その場もしくは課題で、「ジェイックのWebマーケティングをどうするか?」ヒアリングと提案をしてもらう
といった入社後の業務に少し近いことをしてもらって、候補者のレベルやコミュニケーション等を見ることもあります。
まとめ
中途採用でなるべく「即戦力採用」を実現するためのポイントは、募集業務にマッチした人材の採用と組織社会化のサポートの2点です。
まず、見落とされがちなのが入社後のサポートです。日本における中途採用の受け入れは、新卒と比べるとまだまだ未成熟です。組織社会化の要素を知ったうえで、オンボーディングのプログラムを組むだけで、採用後の即戦力化スピードがぐっと速まるでしょう。
また、募集業務にマッチした即戦力に近い人材の採用するうえでは、以下の2点をとくに強く心がけましょう。
- 転職市場には、優秀な人材で出てきにくいことを踏まえて、さまざまな採用手法を活用する
- 面接に構造面接、STAR面接の手法を取り込んで、しっかりと相手を見極める
記事の内容を踏まえ、ぜひ即戦力に近い中途人材の採用を成功させ、事業を加速させてください。
著者情報
株式会社ジェイック執行役員
古庄 拓
WEB業界・経営コンサルティング業界の採用支援からキャリアを開始。その後、マーケティング、自社採用、経営企画、社員研修の商品企画、採用後のオンボーディング支援、大学キャリアセンターとの連携、リーダー研修事業、新卒採用事業など、複数のサービスや事業の立上げを担当し、現在に至る。専門は新卒および中途採用、マーケティング、学習理論
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