{"id":1531,"date":"2008-04-24T07:58:17","date_gmt":"2008-04-24T12:58:17","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/04\/it-aint-experience\/"},"modified":"2008-04-24T07:46:52","modified_gmt":"2008-04-24T12:46:52","slug":"it-aint-experience","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2008\/04\/it-aint-experience\/","title":{"rendered":"It Ain&#8217;t Experience"},"content":{"rendered":"<p>BusinessWeek.com discusses recruiting strategies based on who you are trying to attract in <a target=\"_blank\" href=\"http:\/\/www.businessweek.com\/managing\/content\/apr2008\/ca20080410_120761.htm\">Recruiting Today: What Are You Promising?<\/a>\u00a0 There are some excellent examples of different programs initiated by different companies.\u00a0 However, this one jumped off the screen:<\/p>\n<blockquote><p>In some cases, offering young employees a unique opportunity can have special appeal. DHL, which used to hire only experienced salespeople, offered nine recent college grads a shot at sales last year (and a comprehensive training program to support the move). The company, which is expanding the program this year, says the program not only attracted nine top candidates, but the new hires generated more revenue and more shipments per sale.<\/p><\/blockquote>\n<p>Many hiring managers wouldn&#8217;t expect that result, would they?\u00a0 The conventional wisdom in sales hiring is that experience is what matters most.\u00a0 This is a bad assumption.\u00a0 <a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Assessing_Sales_Skills.html\">Skills<\/a>, <a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Assessing_Motivations.html\">motivations<\/a> and <a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Assessing_Aptitudes.html\">aptitudes<\/a> are a much better predictor of success.<\/p>\n<p>The ideal hire is usually a salesperson who has the right blend of these traits for your specific sale, has a presence about them on the phone and has some industry experience.\u00a0 But I would put them in that order of priority when hiring salespeople.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>BusinessWeek.com discusses recruiting strategies based on who you are trying to attract in Recruiting Today: What Are You Promising?\u00a0 There are some excellent examples of different programs initiated by different companies.\u00a0 However, this one jumped off the screen: In some cases, offering young employees a unique opportunity can have special appeal. DHL, which used to hire only experienced salespeople, offered nine recent college grads a shot at sales last year (and a comprehensive training program to support the move). The company, which is expanding the program this year, says the program not only attracted nine top candidates, but the new hires generated more revenue and more shipments per sale. Many&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2008\/04\/it-aint-experience\/\">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":[6,16],"tags":[1748,581,1762,580],"class_list":["post-1531","post","type-post","status-publish","format-standard","hentry","category-assessing","category-hiring-salespeople","tag-hiring","tag-hiring-experience","tag-hiring-salespeople","tag-sales-experience"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-oH","jetpack-related-posts":[{"id":1545,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/3-sales-hiring-inhibitors\/","url_meta":{"origin":1531,"position":0},"title":"3 Sales Hiring Inhibitors","author":"Derrick Moe","date":"May 1, 2008","format":false,"excerpt":"Even bad salespeople can appear to be strong in a face-to-face interview situation.\u00a0 This reason is why sales recruiting is truly different than any other form of recruiting.\u00a0 Reviewing resumes and assuming abilities is is a fool's errand.\u00a0 Yet, there are certain aspects of general recruiting that can that hinder\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":1580,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/the-need-for-speed-in-hiring\/","url_meta":{"origin":1531,"position":1},"title":"The Need For Speed In Hiring","author":"Derrick Moe","date":"May 19, 2008","format":false,"excerpt":"ERE's daily article hits a chord with me today - Understanding Why Fast Hiring Is Critical to Recruiting Success.\u00a0 We have been beaten down of late due to some slow-moving hiring processes.\u00a0 The author, Dr. John Sullivan, provides many suggestions for putting metrics to your hiring process.\u00a0 However, I found\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":1538,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/04\/the-urgency-of-hiring\/","url_meta":{"origin":1531,"position":2},"title":"The Urgency Of Hiring","author":"Derrick Moe","date":"April 28, 2008","format":false,"excerpt":"BusinessWeek.com has a terrific article about executive recruiting that applies to more than just executive positions.\u00a0 Sales hiring mirrors the same issues from the article. The pull quote: Not surprisingly, corporate bosses usually want to play a role in interviewing and assessing top candidates' experience, qualifications, and fit with senior\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":1846,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/01\/stable-sales-recruiting\/","url_meta":{"origin":1531,"position":3},"title":"&#8220;Stable&#8221; Sales Recruiting","author":"Derrick Moe","date":"January 16, 2009","format":false,"excerpt":"There is a common marketing approach used in recruiting that states some form of \u201cwe locate the candidates who aren\u2019t looking.\u201d\u00a0 I suppose the hook is that we can find amazing candidates that you can\u2019t find.\u00a0 It\u2019s a hook, I guess.\u00a0 Anyway, here is one I received in an unsolicited\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":1300,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/7-tips-for-recruiting-gen-y\/","url_meta":{"origin":1531,"position":4},"title":"7 Tips For Recruiting Gen Y","author":"Derrick Moe","date":"November 20, 2007","format":false,"excerpt":"From Recruiting.com: 7 Tips for Recruiting Gen-Y Offer generous referral bonuses. Consider different geographies. Keep \u2018em moving. Tlk 2 them. Get flexible. Community service. Think beyond the short term. Shelley Solheim, CMP Channel","rel":"","context":"In &quot;Generations&quot;","block_context":{"text":"Generations","link":"http:\/\/selectmetrix.com\/blogs\/category\/generations\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":385,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/why-we-do-what-we-do\/","url_meta":{"origin":1531,"position":5},"title":"Why We Do What We Do","author":"Derrick Moe","date":"October 23, 2006","format":false,"excerpt":"Selling Power has a fantastic article about hiring salespeople - Avoid Hiring Mistakes. There are many truths in the article so I recommend you read the entire article. First, some compelling stats: A recent survey shows that 53 percent of all sales recruiting efforts lead to miss-hires. And according to\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":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1531","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=1531"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1531\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1531"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1531"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1531"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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