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人材採用で失敗する9パターンと成功させる方法、ポイントをプロが解説|HRドクター 株式会社ジェイック 人材採用で失敗する9パターンと成功させる方法、ポイントをプロが解説
必要な人材を採用しようと頑張っているのに、なぜか自社に合う求職者が集まらなかったり、獲得できても内定辞退・早期離職が続出したりする……。
人材採用や定着がうまくいかず、失敗している企業は、採用活動や受け入れに何らかの問題がある可能性が高いでしょう。
問題点を改善するだけで状況が好転していくこともあります。
記事では、人材採用の失敗につながる9つの要因と、成功につながる方法・ポイントを解説します。
自社の採用活動で失敗していると感じる場合は、チェックリストのイメージでご覧いただければ幸いです。
<目次>
1.採用要件が曖昧
「どのような人材を採用したいか?」という採用要件(人物像)が曖昧であったり、ズレやブレがあったりする状態だと、採用活動は上手くいかないことが増えるでしょう。
たとえば、営業職の未経験採用だとして「セールスとしてポテンシャルがある人材」という曖昧な要件では、面接官同士の認識も統一できませんし、母集団形成で何を使うか、どんなメッセージを打ち出すかも曖昧になってしまいます。
たとえば、営業職の採用要件を定義する場合、以下のように自社の営業としてパフォーマンスするのに必要なスキルや特性を具体的にすることが大切です。
- 今回の採用では営業経験は問わない
- 初対面の相手とのラポール形成力
- 提案型の商談に必要な理解力、論理的思考力
- 達成動機の強さ(適性検査とエピソードで確認)
- レジリエンスやストレス適応力
ただし、人事担当者などが採用要件を独断で決めてしまうと、採用の決裁者である経営層や現場のニーズとギャップが生じて、ミスマッチを起こしてしまいがちです。
採用要件のすり合わせは、経営層や現場も巻き込んで行なうことが大切です。
また、採用の市場相場を理解していないのも採用がうまくいかない原因になります。特に中途の場合、採用市場に出てくる優秀なキャリア人材の数は限られます。
採用したい人材の要件と自社の採用力が釣り合っていないと、採用の実現性が難しくなります。
採用基準を妥協すると後で後悔することになりますが、自社の採用力と準備できる待遇、また、採用の市場相場も理解したうえで、現実的に実現可能な採用要件を設定する必要があります。
2.評価(採用)基準が曖昧
評価(採用)基準とは、自社の採用要件に合う人材かどうかを判断する基準です。面接で合格を出すか、内定を出すかという判断軸と思ってもらえればよいでしょう。
書類選考段階での資格の有無や「法人営業経験が1年以上」といった基準はわかりやすいですが、面接になると評価(採用)基準は抽象的になりがちです。
抽象的になること自体は止むを得ませんが、「主体的な人材」といった曖昧な基準は注意が必要です。
抽象的な単語は、面接官によって定義や解釈がズレやすくなります。
たとえば、主体的=「コミュニケーションが積極的」ととらえる人もいるかもしれませんし、「自責思考や当事者意識」と認識している人もいるかもしれません。
そもそも基準が曖昧だと、判断も「総合的な雰囲気で何となく……」になりがちです。
抽象的な基準の場合には、以下のようにその単語がどういう意味なのかを明確にしておくことがお勧めです。
「主体的」とは自分が得たい結果に向けて、自らの意思と責任で意思決定する姿勢
⇒過去の人生における大きな意思決定、進学、就職……などを、どのようなプロセスで意思決定してきたかを確認する
なお、面接での判断基準は抽象的、また、行動特性・内面・価値観などになる場合が多いでしょう。
行動特性や内面、価値観などを見極めるには構造化面接の手法であるSTAR面接を導入する、適性検査を併用するなどが有効です。
STAR面接のやり方と適性検査の必要性は、以下の記事で解説しています。
3.面接方法が適当
これといった基準や方針もなく、面接官が気になることを適当に聞いていく面接では、判断の精度が低くなってしまいます。
上述したとおり、自社の採用基準がどのような意味で、面接内でどうやって確認するのかをしっかり決定しておくことも大切です。
面接に慣れていない面接官が多いようであれば、ロールプレイングなどのトレーニングも必要でしょう。
なお、人材採用を成功させるには、面接官に以下2つのスキルが必要となります。
面接官は、見極めだけでなく、質疑などを通じて自社の魅力を伝え、志望度向上を図る必要もあります。
また、性格特性や価値観などを重視して採用する場合、いわゆる“NG質問”と呼ばれる就職差別につながってしまいかねない質問なども把握しておかないと、コンプライアンスや風評上のリスクにもなってしまうでしょう。
また、面接では、どうしてもハロー効果をはじめとする心理バイアスが生じます。こうした存在なども知っておくことが大切です。
4.カルチャーフィットが考慮されていない
カルチャーフィットとは、組織が大切にしたい価値観・行動規範・文化とのマッチ度です。
採用基準として、カルチャーフィットと対比されるものがスキルフィットです。スキルフィットは、組織で求められる知識や能力、経験のマッチ度を指します。
採用においては両方が大切です。
スキルフィットを重視し過ぎて、カルチャーフィットが低い人を採用してしまうと、入社後に以下のような失敗が起こりやすくなります。
- 周囲と価値観が合わず孤立する
- 新人や若手に自社と合わない価値観が刷り込まれる
- メンバー同士の衝突でプロジェクトがうまく回らなくなる
- 採用した人材が早期離職しやすくなる
- 組織風土や職場の雰囲気を壊す可能性がある
採用した人材の定着や活躍、組織への良い影響を期待するなら、スキルフィットと同時にカルチャーフィットも考慮する、大切にする必要があります。
5.間違った採用チャネル選び
数十年前は大手の就職・転職サイトが採用チャネルの多くを占めていましたが、近年、採用チャネルは非常に多様化しています。
そのため、採用ターゲットや自社の採用力、予算に合わないチャネルを選んでしまうことで、人材採用に失敗するケースも多くなっています。
自社の採用力は、採用広報力(母集団形成力)と採用営業力(内定承諾の獲得力)のかけ合わせであり、企業属性と採用スキルで決まってきます。
企業属性は、たとえば、所属業界や採用職種の人気度、また、企業の知名度やブランドなどです。
採用営業力は、志望度をUPさせる力で、たとえば、企業説明会や面接に登場する人の営業力や採用ツールの品質などです。
認知度が低い中堅・中小企業は母集団形成力が低くなりがちであり、一般的には総合型の求人サイトに広告出稿すると、大手企業に負ける可能性が高いです。
そのため、母集団形成力がそう高くない中堅・中小企業の場合、利用者の属性や指向性、業界などで絞り込まれた特化型の求人サイト、攻めの採用手法であるダイレクトリクルーティング、また、人材紹介なども採用チャネルの選択肢にしたほうがよいでしょう。
ただし、ダイレクトリクルーティングの場合、スカウトメールの工夫や求職者とのやり取りに多くの工数がかかります。
工数をかけたくない場合には人材紹介を利用することが有効ですが、人材紹介サービスを使えば採用単価は少し高くなってきます。
採用チャネルは、このように自社の採用力、採用ターゲット、使える費用や工数を考慮して決定することが大切です。
なお、工数を削りたい企業には、HRドクターを運営する株式会社ジェイックの「採用カレッジ」「新卒カレッジ」もおすすめです。
これらのサービスはイベント型の人材紹介となっており、工数をかけずに、短期間で採用を成功させることができます。
また、株式会社ジェイックでは、運用代行が付随した新卒ダイレクトリクルーティング「FutureFinder」も提供しています。
詳しくは、以下の資料をチェックしてみてください。
6.魅力が適切に言語化されていない
他社でも内定を獲得するような人材を採用したいと思うのであれば、人材から“選ばれる”存在になる必要があります。
しかし、採用担当者が自社の魅力を適切に言語化できなければ、求職者は「この企業に入社してみたい!」とは思えません。
魅力の言語化をするには、まずは採用視点での現状や特徴(強み・弱み)の把握から始めるとよいでしょう。
採用視点での現状や特徴
- ミッション・ビジョン・バリュー
- 業界内でのポジション、強み
- 知名度、ブランド
- 会社規模、上場有無
- ビジネスモデルの特徴、独創性
- 仕事のやりがい
- 社内の雰囲気、職場環境
- 給与、待遇
- 福利厚生
- 得られるキャリア機会やキャリアパス など
自社の魅力は、採用要件と同様に具体的であることも大切です。
ただし、自社の魅力を一方的に発信しても、採用効果は出ません。採用ターゲットが何を求めているかを把握し、刺さるコンセプトを考えることが大切です。
7.候補者体験(CX)視点の不足
「求職者を選んであげている」という上から目線、また、のんびりとした対応をしていては、求職者から選ばれなくなります。
求職者から選ばれる存在になるためには、候補者体験(CX)の視点を取り入れることが大切です。
CXは、Candidate Experienceの省略で、マーケティング分野における「Customer Experience(顧客体験)」を、採用分野に応用したものとなります。
求職者の視点で、自社の存在を知る、応募する、書類を提出する、面接に参加する、合否結果を受け取る、内定を知る、といった一連のプロセスのなかで、いまどのような体験をしているか、どのように心地良い体験を提供するかを考えましょう。
採用CXを大切にしながら採用活動の設計や運用を行なうことで、候補者の志望度UPにつながるだけでなく、不採用となった人材にも好印象を持ってもらえるようになるでしょう。
8.内定後のフォロー不足
求職者から内定承諾を得たあと、良い人材を獲得した安心感や、次の選考対応をしなければならないなどの理由で、内定者への連絡やフォローが怠りがちになり、内定辞退されるケースもあります。
内定後フォローの問題は、採用人数が多く、内定承諾から入社までの期間が長い、かつ、翌年度の活動もスタートする新卒採用で起こりがちです。
もともと選考中は“連絡する理由(日程調整や志望度の確認、承諾に向けたアプローチ)”が多くありますが、内定承諾後は意図的に設計しないと連絡頻度が少なくなりがちです。
内定承諾後に連絡頻度がいきなり落ちていくと、内定者に「この企業は大丈夫だろうか?」などの不安が生じ、最悪の場合は内定辞退にもつながっていきます。
内定辞退を防ぐには、内定者との接触頻度を高く保ち、承諾時の温度感や承諾理由を思い出してもらう、また、視点を入社後に持っていくことを意図して以下のようなイベントや交流の実施が有効です。
- 定期的な情報発信
- 人事担当者との定期的かつ双方向のコミュニケーション
- 内定者同士のSNSやコミュニケーション機会
- 既存社員との交流会や座談会 など
ただし、卒業論文の負荷が大きい理系学生、また遠隔地に住んでいる学生は、リアルで開催されるイベント参加が負担になることがあります。
内定者の状況を確認しながら、オンラインと対面のハイブリッド型でフォローを行なっていくとよいでしょう。
9.採用後の受け入れ・教育体制の不足
人材採用の成功は、入社した人が馴染み、自分の力を発揮して活躍してくれることです。そのためには、採用後の受け入れ・教育体制の整備も欠かせません。
受け入れ態勢が整っていなければ、活躍の遅れや早期離職につながる恐れがあります。
たとえば、入社後すぐに現場でOJTを始めてしまう体制の場合、以下の問題が生じやすくなります。
- OJTの配属先や指導者によって、受け入れ体制や教育の品質がばらつく
- 組織の共通言語がわからないため、会話についていけない
- 入社前に期待していたイメージと現実のギャップへのショックが大きい
- 組織内の規則や暗黙のルールを知らずに怒られる
- 新生活や部署での人間関係について相談できる人がいない など
OJTが悪いわけではありませんが、業務知識やノウハウのレクチャーと並んで、“組織社会化”を促すための仕組みづくりであるオンボーディングを実施する、また、組織としてOJTの品質をきちんと高める取り組みを実施することが大切です。
オンボーディングは、例えば、以下のような施策を実施します。
- ミッション・ビジョンや行動規範、共通言語を教える
- 組織の沿革や組織図を把握する
- 全社員に新入社員をきちんと紹介する
- 受け入れ部署でのウェルカムランチなどを実施する
- 業務以外のことを気軽に相談できるブラザー・シスター制度を導入する
- 人事が計画づくりを支援してOJTの品質を向上させる
- OJT指導者の教育を実施する など
まとめ
採用活動の失敗を解消するには、以下のパターンで該当するものがないかをチェックしてみることも大切です。
- 採用要件が曖昧
- 評価基準が曖昧
- 面接方法が適当
- カルチャーフィットが考慮されていない
- 間違った採用チャネル選び
- 魅力が適切に言語化されていない
- 候補者体験(CX)視点の不足
- 内定後のフォロー不足
- 採用後の受け入れ・教育体制の不足
なお、HRドクターを運営する株式会社ジェイックでは、新卒や若手を一気に面接できるイベント型の人材紹介サービス「採用カレッジ」「新卒カレッジ」、また、新卒のダイレクトリクルーティングサービス「FutureFinder」を提供しています。
これらのサービスを利用すれば、採用活動の工数を押さえて採用成功を実現することが出来ます。
「人材採用を成功させたいが、工数はあまりかけられない」とった悩みがあれば、ぜひ以下の資料をダウンロードして詳細を確認ください。
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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