3 Tips To Hire Salespeople

Derrick Moe

From the Harvard Business Review Tip of the Day email: Most companies spend more on hiring in sales than they do in any other part of the organization. With an average annual turnover rate of 25 to 30%, and direct replacement costs ranging from $75,000 to $300,000, there’s a big opportunity for improvement. Here are a few places to start (emphasis mine): Focus on behaviors. A primary cause of turnover is poor job fit. Consider ramping up assessment tools, simulations, and interviewing techniques to help identify the right people. Or, try temporary positions to assess people on the job before offering a full-time position. Be clear about the relevant “experience”… Read More

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Objectivity Trumps Bias

Derrick Moe

We are all biased, it is simply how we are wired no matter what people believe.  Our brains have the innate ability to categorize – a distinct survival mechanism for sure.  This ability becomes problematic in the hiring process as hiring managers can often be influenced by their own biases when making hiring decisions.  To be blunt, hiring managers are prewired to clone themselves in their hires. So what of this?  Does it matter?  If your hiring manager is strong, especially a sales manager, wouldn’t it be best to clone them? No.  End of post…ok, I won’t be so short.  The key to successful hiring, especially as it pertains to… Read More

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Managing Paradoxes

Derrick MoeNo Comments

From the Herman Trend Alert email newsletter (sorry, no link): Agile Thinking Skills. In this period of sustained economic and political uncertainty, and, agile thinking and the ability to prepare for multiple scenarios is vital. In industries that face significant regulatory and environmental challenges, including life sciences, and energy and mining, the ability to prepare for multiple scenarios is especially important—72 percent and 71 percent respectively, compared with 55 percent for the overall population of respondents. To succeed in the changing marketplace of the future, HR executives also placed a high premium on innovative thinking (46.0 percent), dealing with complexity and managing paradoxes (42.9 percent). I couldn’t agree more with… Read More

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Hiring Better

Derrick Moe4 Comments

Well, I am back from an extended summer vacation.  Ok, it wasn’t a vacation, we have been swamped which is a good thing.  Our activities have all been tied around hiring which seems to be bubbling up slightly in highly-selected areas. One thing I have noticed percolating this summer is the use of assessments.  This has been our business since 2004, but it is truly taking off now which seems counterintuitive to me.  However, I heard an interesting Wall Street Journal interview this morning where the reporter stated that companies hiring today have to make the right hire.  Each position is crucial as most companies are running with lower numbers… Read More

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Uncommon Sense

Derrick MoeNo Comments

I’ve been swamped of late with sales candidate assessments for different customers and have encountered an important trait – common sense.  This is a broad topic, but we use it in a fairly defined manner – using common sense.  We actually measure this aptitude in one of our assessments which often leads to rather pointed discussions…especially when a candidate has a low score in this area. But what of it?  Our definition utilizes speaks to common sense being more of a natural reflex as opposed to a logical thinking process.  I’m not talking about intuition but rather the practical thinking in regards to seeing the world.  Does that make sense? … Read More

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What Color Is The Sky In Your World?

Derrick MoeNo Comments

Remember that great line from Frasier Crane on Cheers?  It is getting close to a holiday weekend so my mind is starting to drift a bit – my apologies.  I did come across this rather entertaining test from the msn.com/CareerBuilder website – Let Your Favorite Color Guide Your Career.  Take the test by selecting your favorite color from the top row and your favorite from the bottom row.  Scroll down and you will get your results. I was blue-purple (can you tell from the website colors?). All these years of selling assessments…maybe we overlooked something simple here. Ok, maybe not.  Still, you have to admit it was interesting.

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Social Skills vs. Sales Skills

Derrick MoeNo Comments

If you’re talking you’re not selling.  That is an old axiom I learned early in my sales career and it is always true.  Talking does not equal selling. Unfortunately, people not experienced in sales hiring often have the opposite view.  Their stereotypical belief is that the best salespeople are the ones who are perceived to be the best talkers.  This misguided view often leads to bad hires. Here is where the mistake occurs – hiring managers assume that social skills are equivalent to sales skills.  Ok, maybe that is too strong, but the assumption is that the social skills are the key to successful selling.  Social skills are a component… Read More

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Even Airlines Use Assessments

Derrick MoeNo Comments

Short background here is that Delta bought Northwest Airlines and now I am in the process of switching my frequent flyer program to Delta.  Being a free miles junkie, I completed Delta’s online travel profile.  I thought it was simple background info/preferences for me.  At the end of the 15 questions I receive this information: Speed Racer Comfort Seeker Opportunist Grand Planner YOU TRAVEL IN THE FAST LANE, WITH MAXIMUM EFFICIENCY. As one of those rare, special people who gets things done quicker when there’s more to do, you prioritize your time to your advantage. You always find a way to be more efficient, and you never met an obstacle… Read More

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