We examined needed-at-entry ratings of knowledge, skills, abilities, and other characteristics (KSAOs) provided by job experts (N = 285) during a job analysis for a customer service manager position. To serve as an external referent, a group of industrial and organisational psychologists (N = 31) rated the perceived trainability of each KSAO. Analyses revealed only limited support for the validity of inferences drawn from job experts' needed-at-entry ratings. Consistent with our hypotheses, less validity evidence was found for ratings of the more person-oriented and abstract "AO" attributes than for the more job-oriented and concrete "KS" attributes. In general, job experts tended to rate attributes as needed-at-entry that psychologists thought could be developed on the job. We also found that failing to collect needed-at-entry ratings, and relying on only the more common importance-to-the-job ratings, would have resulted in a rather different set of critical KSAOs identified for assessment during the selection process.