CLEVELAND -

Automotive Personnel chief executive officer Don Jasensky acknowledged one of the most difficult challenges during the candidate-evaluation process is to determine whether the individual seeking the position at your firm actually can handle all of the demands and responsibilities asked of the post.

Harkening back on nearly three decades of experience, Jasensky arrived at five suggestions hiring managers and other company decision-makers can use to decipher what the candidate might truly be like.

“In 28 years of executive search, no one has ever asked us for an average candidate,” Jasensky said in a recent note to SubPrime Auto Finance News. “Clients come to us when they are looking for a ‘high performer.’ The higher level the position the more important their competency is.

“As an example, a director of credit impacts a company much more than one credit underwriter,” he continued. “The higher up the food chain the more critical competency becomes.”

Jasensky insisted that the best indicator of future behavior is past behavior.

“Human behavior is fairly consistent throughout our adult lives,” he said. Winners show themselves early and consistently throughout their careers. Laggards do, too.

While learning about competency is part of the interview, evaluation and reference-checking process, Jasensky noted that companies should keep these five factors in mind:

1. What are your performance standards with your current position?

2. How are they measured?

3. How are you doing with them?

4. Show me: awards, commission checks, reference letters, etc.

5. References: trust but verify

“Knowing what you are looking for at the start of your search will add direction and confidence in your decision making,” Jasensky said.

Jasensky plans to discuss this topic and more during a presentation during the National Automotive Finance Association’s 21st annual Non-Prime Auto Financing Conference.

This year’s event, which carries the theme, “Optimizing Non­Prime Performance,” is scheduled to run from May 31 through June 2. The event again is to unfold in Plano, Texas, but at a new facility — the Hilton Dallas/Plano Granite Park.

Some of the conference sessions include the release of the 2017 Non-Prime Auto Financing Survey as well as a discussion about how finance companies can raise capital. Another segment has the title, “CFPB in Their Own Words.”

Among some of the notable conference speakers scheduled to appear are:

■ Rep. Jeb Hensarling, a Texas Republican and chairman of U.S. House Financial Services Committee

■ Tom Webb, retiring chief economist at Cox Automotive

■ Amy Martin, senior director of the structured finance ratings group at Standard & Poor’s

Complete registration details for the 21st annual Non­Prime Auto Financing Conference can be found at www.nafassociation.com.