These 3 interlocking circles are an excellent model for understanding what determines job performance.

Attitude, values and ethics are intangibles that:
   • Can be surveyed but not measured
   • Can be encouraged
   • Can be developed over time.

Some questions aimed at these characteristics are:
   • Are they a hard worker?
   • Are their values consistent with those of
     the company?
   • Do they see themselves as successful?
   • Do they have a solid self image?

Knowledge, skills, and experience are assets that:
   • Can often be assessed, tested, or demonstrated
   • Are generally very elastic and can be expanded with time and training

Some questions aimed at these assets are:
   • What type of experience have you had that would be of value here?
   • What special skills have you acquired that will be of value here?
   • What certifications or licenses do you have?
   • How do you keep your knowledge current?

Cognitive ability and personality traits are characteristics that:
   • Can be measured accurately and reliably with newer assessments
   • Tend to be constant over time despite training and coaching
   • Tend to affect virtually all job behaviors.

Some questions aimed at these characteristics are:
   • Can you close sales?
   • Can you handle employee discipline problems?
   • Are you a self-starter?
   • Will you follow our procedures consistently?.

Note: Without using newer assessment technology, it is difficult to answer any of these questions with any degree of confidence.

Understanding all 3 elements of job performance is essential for making effective decisions. Since Cognitive Ability and Personality Traits cannot easily be changed, it makes sense to be sure of those characteristics before making decisions on hiring, promotions, training, or coaching strategies.