{"id":1133,"date":"2007-08-15T15:01:44","date_gmt":"2007-08-15T20:01:44","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/when-to-trust-your-intuition\/"},"modified":"2007-08-15T15:01:44","modified_gmt":"2007-08-15T20:01:44","slug":"when-to-trust-your-intuition","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/when-to-trust-your-intuition\/","title":{"rendered":"When To Trust Your Intuition"},"content":{"rendered":"<p><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" style=\"margin: 5px 10px 10px 0px\" height=\"107\" src=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/08\/windowslivewriterb078dcf4b333-c490roulette.jpg?resize=86%2C107\" width=\"86\" align=\"left\"> Yesterday <a href=\"http:\/\/selectmetrix.com\/blogs\/2007\/08\/hiring-via-gut-feeling\/\" target=\"_blank\">I posted on a quick story<\/a> regarding owners who make hiring decisions based on their gut feeling.&nbsp; I want to follow it up today by clarifying this approach.<\/p>\n<p>The article simply states that the owners made a yes or no hiring decision based on a gut feeling.&nbsp; It does not state what they did up until their decision and this is the point I want to make.&nbsp; Unfortunately, many hiring managers run down the same tired path &#8211; post an ad (the job description), sort the resume responses, interview the &#8220;yes-pile&#8221; people, follow their gut on the decision.&nbsp; Then the bad hire gets through and they attempt to revisit that employee&#8217;s specific hiring process like a scent out of CSI.<\/p>\n<p>We deal exclusively in the sales hiring world which means the aforementioned approach spells trouble.&nbsp; Even bad salespeople can have refined rapport-building abilities that can charm the most astute hiring manager&#8217;s gut.&nbsp; Almost &#8211; <em>almost<\/em> &#8211; every prospect and customer we talk to has a sales hiring horror story.&nbsp; The essence of each story &#8211; their gut failed them.<\/p>\n<p>Now to be clear, I am not stating that you need to abandon your intuition.&nbsp; What I am saying is that you need to lower your reliance upon it.&nbsp; There are steps in a sales hiring process you can take that will introduce greater objectivity and more checks than the gut-level-only approach.<\/p>\n<ul>\n<li>Phone screening respondents first shifts your sorting criteria away from the resume and towards the medium by which most salespeople first approach a prospect (you get to hear them in action).\n<li>Online assessments provide an objective measure of the person that an interviewer cannot ascertain.&nbsp; The focus here is how a person will handle specific aspects of a position &#8211; the information is gathered indirectly instead of relying solely upon what the candidate states in an interview.\n<li>Resume importance is reduced in the decision process.&nbsp; Let&#8217;s be honest, resumes are embellishments of possible past successes.&nbsp; I suspect a hiring manager&#8217;s intuition is influenced as much by a resume as it is by the interview.&nbsp; I say that because we are susceptible to this blind spot ourselves.<\/li>\n<\/ul>\n<p>Again, our hiring world&nbsp;is limited to&nbsp;the sales arena so perhaps our view on this topic is a bit jaundiced.&nbsp; We&#8217;ve seen too many hiring managers get fooled by a crafty, but incompetent,&nbsp;sales candidate.<\/p>\n<p>Instead, <a href=\"http:\/\/www.selectmetrix.com\/Recruiting_Main.html\" target=\"_blank\">use a process<\/a> that&nbsp;incorporates the intuitive decision <em>strategically<\/em> (later in the process).&nbsp; Assess your candidates and direct your interview based on the results you uncover.&nbsp; Trust your intuition only after the process has winnowed the field down to candidates who have the right abilities to succeed in the position.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Yesterday I posted on a quick story regarding owners who make hiring decisions based on their gut feeling.&nbsp; I want to follow it up today by clarifying this approach. The article simply states that the owners made a yes or no hiring decision based on a gut feeling.&nbsp; It does not state what they did up until their decision and this is the point I want to make.&nbsp; Unfortunately, many hiring managers run down the same tired path &#8211; post an ad (the job description), sort the resume responses, interview the &#8220;yes-pile&#8221; people, follow their gut on the decision.&nbsp; Then the bad hire gets through and they attempt to revisit&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/08\/when-to-trust-your-intuition\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[6,2,16],"tags":[],"class_list":["post-1133","post","type-post","status-publish","format-standard","hentry","category-assessing","category-hiring","category-hiring-salespeople"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-ih","jetpack-related-posts":[{"id":1129,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/hiring-via-gut-feeling\/","url_meta":{"origin":1133,"position":0},"title":"Hiring Via &quot;Gut Feeling&quot;","author":"Derrick Moe","date":"August 14, 2007","format":false,"excerpt":"If ever you wondered why hiring is such a gamble, feast your eyes on these 4 paragraphs from Inc.com's Survey: Hiring Often Based on \"Gut Feeling\": Most small-business owners hire employees based on likeability, rather than qualifications, according to a recent survey. In a survey of 500 small businesses nationwide\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1369,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/hiring-by-gut\/","url_meta":{"origin":1133,"position":1},"title":"Hiring By Gut","author":"Derrick Moe","date":"January 8, 2008","format":false,"excerpt":"Imagine a salesperson who comes to a forecast meeting and puts down a huge forecast.\u00a0 The savvy sales manager naturally starts asking a few questions of the salesperson regarding each forecasted account. What is driving them to look for a new solution? What is their decision process? When do they\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":415,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/objective-vs-subjective-hiring\/","url_meta":{"origin":1133,"position":2},"title":"Objective vs. Subjective Hiring","author":"Derrick Moe","date":"November 3, 2006","format":false,"excerpt":"Most hiring managers believe they are accurate assessors of talent. Even when confronted with overwhelming evidence to the contrary, they still trust their hiring ability over someone else's. Why is this disconnect so prevalent? I believe it comes down simply to gut-level hiring. If you rely on your gut to\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":337,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/why-use-a-hiring-process\/","url_meta":{"origin":1133,"position":3},"title":"Why Use a Hiring Process?","author":"Derrick Moe","date":"October 3, 2006","format":false,"excerpt":"We work with customers from around the country who sell in a myriad of markets. Some positions are far more difficult to fill than others. I am speaking in terms outside of the position itself. Some hiring managers provide difficult roadblocks to sales hiring success. One of the most important\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1493,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/04\/simulation-training-and-hiring\/","url_meta":{"origin":1133,"position":4},"title":"Simulation Training And Hiring","author":"Derrick Moe","date":"April 1, 2008","format":false,"excerpt":"Lee and I recently attended certification training for one of the assessments we use and found the training to be quite good.\u00a0 The part that made it memorable is the fact that we were asked to use the assessments in real-life scenarios.\u00a0 That type of training sticks, according to the\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1430,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/hiring-for-style\/","url_meta":{"origin":1133,"position":5},"title":"Hiring For Style","author":"Derrick Moe","date":"February 21, 2008","format":false,"excerpt":"Selling Style is one area we assess in our process.\u00a0 Some people refer to it as personality which I don't believe is particularly accurate.\u00a0 Nonetheless, style is an important assessment for managing the salesperson but too many hiring managers assume certain skills based on a candidate's style. When we refer\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1133","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1133"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1133\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1133"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1133"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1133"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->