顶尖高管如何从细节中评估你

How Top Executives Read And Assess You From The Smallest Things

我来讲讲顶级主管和成功的招聘经理是怎么做到这一点的吧。他们懂得一句简单的话，并能在观察、评估他人时运用上这句话，那就是Everything Counts!

I’ll tell you how top executives and successful hiring managers do this. They understand and apply a simple, two-word concept when viewing and assessing others. The concept is, Everything Counts!

我开了家猎头公司，会向每一位新进猎头和顾问强调这句话，因为与我们合作的优秀公司和高管在评估我们介绍给他们的候选人时，都会践行这句话。

In my own recruitment firm, I emphasize these two words to every new recruitment associate and consultant who joins our company. I do this because the successful companies and executives that we work with apply these words when evaluating the candidates that we introduce to them.

Everything Counts背后的道理

The basic idea behind Everything Counts

Everything Counts背后有两个重要的道理。第一，一个人说的话、做的事能反映出这个人的某些特质。实际上，一个人不说、不做的事情也能反映出ta的特质。

There are two important things to understand about this Everything Counts concept. The first is that everything a person says and does represents something about them. In fact, this even applies to the things they don’t say and don’t do.

第二，在这个商业社会中，能力出众的人的行为和目的具有一致性。例如：

• 优秀的人一直都很优秀

• 专业的人一直都很专业

• 成熟的人一直都很成熟

• 注重质量的人一直都注重质量

The second is that, in the business world, there’s a certain consistency in the behavior and orientation of high-caliber people. For instance,

• Excellent people are always excellent

• Professional people are always professional

• Mature people are always mature

• People who really care about quality always care about quality

如果你是一个优秀的人，为什么在别人面前假装自己不优秀呢？ 如果你非常成熟或专业，为什么在别人面前假装自己不够成熟，不够专业呢？很显然，你不会这么做。没有人想表现出低于实际水平的样子。

For instance, if you’re someone who’s reached a level of excellence, why would you ever represent yourself as less than this to others? If you’re mature or highly professional, why would you ever be less than these in front of others? The answer is, you wouldn’t. Nobody wants or tries to be less than they are.

然而，在职场和面试中，人们通常都试图给面试官留下深刻的印象，表现出比真实的自己更优秀的样子。之后他们可能会按照某种状态表现一阵子，然后突然会做一些不当的事、说一些不可取的话，与之前的的表现不同，甚至更糟。

However, in business situations and job interviews, people are always trying to impress you and be more than they are. In doing so, they may come across a certain way for a while. Then, suddenly, they do or say something that’s unimpressive or undesirable. It’s different or less than everything else about them up to then.

你忽略的地方，他们不会忽略

What you may ignore, they don’t

大多数人会找理由忽视这些小迹象。然而，有经验的高管相信他们的直觉。他们不会忽视这些迹象，而是会在很大程度上依据这些迹象，形成自己的判断和评价。在他们看来，这些迹象代表了这个人思考和做事的真实水平。

Most people will ignore the sign. They justify and overlook it. However, experienced executives will trust their instincts and internal sense. Instead of ignoring these signs, they’ll form their judgment and assessment of the person largely based on them. In their mind, these signs represent the true level of how the person really thinks and does things.

你可能认为用这种方式来评判别人不公平，太小题大做了。可能这一天ta不顺心，可能心情不好，或者有时发挥失常，人不都会这样吗？这不是很正常吗？你怎么能仅仅通过他做过，说过，或没做过，没说过的一件事就给这个人下结论呢？

You may think that judging others this way is unfair and overly critical. I mean, everyone has a bad day, may not be in a good mood, or doesn’t do things sometimes as well as they normally do, right? So how can you assess someone by just one thing he does or says, or doesn’t do or say?

相信我，这种事情发生一次就够了。因为在职场中，现实就是——如果你以不当的方式做某事或说某事，对方通常不会给你第二次机会。比方说，我们的一位顾问出于某种原因，没有服务好客户，客户从来不会问：“你还好吗？你今天不顺吗？你想再来一次，给我们展现你真正的实力吗？”

Trust me, it happens all the time. Because in business situations, here’s the reality. If you do or say something in an unimpressive way, you don’t get a second chance to do it better. For example, if for whatever reason one of our consultants doesn’t do something well for our client, I’ve never heard one say, “Are you feeling okay? Are you having a bad day? Would you like to come back again and show us what you can really do?”

这种情况显然不可能出现。成功人士和成功的公司没时间，也没兴趣听你找理由解释为什么你表现不佳。

This just doesn’t happen. Successful people and companies don’t have the time or interest for excuses and explanations about why you’re not better than what they just saw or heard from you.

他们观察到的东西比你想象更多

They Notice More Than You Think

我是从以前的上司（一位执行副总裁）身上学到Everything Counts这一道理的。那时我刚从商学院毕业。在招我进去之后，他告诉我，他之所以招我，是因为我之前帮助组织了一场MBA会议，而他是其中一位嘉宾。其实我在活动期间并没有和他有过多接触。交流的内容也较为随意、轻松。但对他来说，这一活动和我们之间的短暂接触足以让他评估我的领导力和人际交往技能，而我的所作所为足以体现我追求成功勤奋踏实的特质。

Btw, I learned this Everything Counts concept from my former boss, an executive VP, whom I worked for after business school. After hiring me, he told me that the reason he pursued me was because of an MBA conference I helped organize, where he was a guest speaker. Actually, I didn’t interact with him that much during the event. And when I did, our conversations were casual and relaxed. But the event and our brief interactions were enough for him to assess my leadership and people skills, my drive to deliver a great result, and my overall orientation as a hardworking, down-to-earth person.

事实上，大多数成功人士已经通过过往经验培养出了这种直觉，他们可以仅从一句话或一次观察就判断出你的能力、性格、价值观和潜力。例如，当客户向我们提供有关候选人的反馈意见时，除了面试问题之外，还提到他们观察到的一些事情。例如……

The fact is, most successful people have developed good instincts for sizing up people through their experience and success. They can form a clear sense of your capabilities, personality, values, and potential from just a single remark or observation. For example, when clients give us feedback on our candidates, beyond what they mention from their interview questions, they also mention the little things they notice. For instance,…

• 你对公司和业务一点都不了解（标准低，目的意识不足）

• 你迟到了，但没有道歉，也没有表明你迟到了（不够专业）

• 在面试时接电话（自我意识低）

• 说的话前后不一致（不是很可信）

• 说了前任公司和老板许多坏话（爱抱怨）

• 在面对某个直接的问题时，无法给出直接的回答，或者有犹豫（不够坦诚）

• 不做眼神交流（信心不足，不真诚）

• 面试结束后没有什么问题（不是很有好奇心，不够有上进心，或缺乏批判性思考能力）

• You don’t know anything about their company or business (low standards, low sense of purpose)
  

• You arrive late, but don’t apologize or acknowledge that you’re late (not very professional)

• You take a call during an interview (low self-awareness)

• You say something that’s inconsistent with something you said earlier (not very credible)

• You say a lot of negative things about your former company and boss (easy to complain).

• Your inability or hesitation to give a straightforward response to a straightforward question (lack transparency).

• You don’t make eye contact (lack of confidence or sincerity in what they say).

• You don’t have any questions at the end of the interview (not very curious, not that motivated, or lack critical thinking)

小事也能体现出你的许多品质

Even Small Things Say A Lot About You To Others

你所说、所做的细小的事情都能体现出你的专业水平、动机、主动性、责任感、关注细节能力、对品质的追求、结果导向性和团队意识等。而且对方越是经验丰富，注意到的细节越多。

The smallest things you say and do can reveal to others something about your level of professionalism, motivation, initiative, sense of accountability, attention to detail, quality sense, solutions- and team-orientation, etc. And the more experienced the person, the more they notice.

所以，如果你想要准确地评估他人，请了解并运用Everything Counts这一道理！如果你是候选人，不要小瞧别人对你的观察。如果你想在职场中取得更大的成功，能力强的人就会这样观察和评估你。请记住，成功的专业人士和成功的公司都没时间，也没兴趣听你找理由解释为什么你表现不佳。

So if you’re someone who wants to become a person who can accurately assess others, understand and apply the concept of Everything Counts!And if you’re a candidate, never underestimate what others are noticing about you. Because if you want to be more successful in the business world, this is how high-caliber people view and assess you.