Design of a competency-based selection process to improve person-job fit and reduce turnover of sales staff in Tecnocasa Tarragona offices

Identifier:  TFG:9854

Handle: https://hdl.handle.net/20.500.11797/TFG9854

Authors:  Garcia Delgado, Roxana

Abstract:
The high turnover rate among sales staff at Tecnocasa Tarragona highlighted the need to improve the existing selection process. This study aimed to design a competency-based selection process that would foster a better person-job fit and contribute to reducing employee turnover. To this end, a study was conducted using a semi-structured interview with a franchisee, a focus group with experienced sales staff, and an individual competency assessment using a Likert scale questionnaire. The results allowed for the identification of key competencies associated with success in the sales role and the design of a structured selection process. The pilot application showed favorable results in terms of job adaptation and team integration, providing preliminary validation of the proposed model's effectiveness.