New Article – Sales Hire Misfires
We have a new article that has been released today – Sales Hire Misfires. This short article covers 2 important process errors we often see in sales hiring. Eliminate these two errors and you greatly improve your chances of a successful hire.
Posted By Derrick Moe | Articles,Website | | 
Comments(2)
Yup … it is amazing in the 21st century that we still hire our most important resource by gut and a resume!
Even using more sophisticated methods is tough, but at least the chance of success is marginally increased (now there is a positive statement).
Some thoughts …
1. Do personality profiling that will highlight inate skills and weaknesses.
2. Test their writing and comprehension skills … amazing how many illiterate sales people are out there!
3. Probe for their work ethic. Truly understand what they mean by “working their a** off”! The description might shock ya!
4. Interview in both formal and informal settings. Amazing how people can open up over lunch … and display their table manners, or lack thereof!
5. Be candid with them about expectations and then you don’t need to be coy about expecting them to be brutally honest too.
Lesson from the ages … the thing sales people typically sell best, is themselves!
Kevin,
Thanks for the great points. I have to tell you a story about #3. I onced asked a sales manager candidate a question involving how he would get his people to start their work day earlier (problem at this large client). He said if they had to be in to work early, say 7:00am, he would tell them to take a 2 hour lunch or go home at 4:00pm sharp.
I kid you not. He didn’t get the position.