{"id":1893,"date":"2009-02-12T08:32:00","date_gmt":"2009-02-12T14:32:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2009\/02\/hiring-without-knowledge\/"},"modified":"2009-02-12T06:34:05","modified_gmt":"2009-02-12T12:34:05","slug":"hiring-without-knowledge","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2009\/02\/hiring-without-knowledge\/","title":{"rendered":"Hiring Without Knowledge"},"content":{"rendered":"<p>Selling Power\u2019s <a href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?usr=SP9477331254&amp;NLid=10&amp;Layout_ID=860&amp;ARTid=3833&amp;nDate=February+11%2C+2009\" target=\"_blank\">Hiring One of the Team<\/a> focuses on finding superstar salespeople that will fit into your existing team.\u00a0 Clearly that is the goal for all sales hiring and this article supplies some sound advice.\u00a0 Other parts of it I will leave to your judgment.<\/p>\n<p>Here is a quote I enjoyed (emphasis mine):<\/p>\n<blockquote><p><em>&#8220;Hire and promote first on the basis of integrity; second, motivation; third, capacity; fourth, understanding; fifth, knowledge; and last and least, experience. Without integrity, motivation is dangerous; without motivation, capacity is impotent; without capacity, understanding is limited; without understanding, knowledge is meaningless; <strong>without knowledge, experience is blind<\/strong>. Experience is easy to provide and quickly put to good use by people with all the other qualities.<\/em>&#8220;\u2013 Dee Hock, founder of VISA Credit Card Corporation.<\/p><\/blockquote>\n<p>That is spot on, especially the experience piece.\u00a0 If you have read this blog for any length of time you know that we battle experience-based hiring.\u00a0 A sales candidate with a well-crafted resume and industry experience often blinds the hiring manager.\u00a0 The hiring manager becomes enamored with the experience and does not focus on the fit, ability or potential of the candidate.<\/p>\n<blockquote><p>&#8220;A true team player has to be able to set aside his or her ego and be able to do things for the benefit of the team,&#8221; says Gregory. &#8220;Use behavior profiles to assess this and then during the interview process ask questions such as, &#8216;Give me an example of when you felt you were not a team player. What did you do once you realized it?&#8217; Look for sincerity in their answers. Did they admit they were wrong? Did they apologize?&#8221;<\/p><\/blockquote>\n<p>I like the approach and agree with the assessment part (not surprising, is it?), but behavior profiles alone are not as effective as a full assessment.\u00a0 The behavioral assessment needs to be part of a motivational, aptitudes and skills assessment.\u00a0 Simply hiring extroverts will not lead to a cohesive team.\u00a0 A noisy team yes, cohesive, not necessarily.<\/p>\n<p>Lastly, I wouldn\u2019t recommend this:<\/p>\n<blockquote><p>Other members of the team (it doesn&#8217;t have to be everyone) should also interview the candidate. Gregory suggests that each of them ask the candidate the same question to see how the candidate responds. Meet with everyone to see if the person&#8217;s answers correlate. Then find out if the candidate was enthusiastic through all of the interviews or did he or she get irritated being asked the exact same question?<\/p><\/blockquote>\n<p>I don\u2019t see that serving any purpose.\u00a0 If you want to see how irritated they become, interrupt them during the interview.\u00a0 Pressure them, confront them mildly, ask \u201cwhy\u201d questions \u2013 this approach will reveal more to you than a repeated question that will probably generate a canned response.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Selling Power\u2019s Hiring One of the Team focuses on finding superstar salespeople that will fit into your existing team.\u00a0 Clearly that is the goal for all sales hiring and this article supplies some sound advice.\u00a0 Other parts of it I will leave to your judgment. Here is a quote I enjoyed (emphasis mine): &#8220;Hire and promote first on the basis of integrity; second, motivation; third, capacity; fourth, understanding; fifth, knowledge; and last and least, experience. Without integrity, motivation is dangerous; without motivation, capacity is impotent; without capacity, understanding is limited; without understanding, knowledge is meaningless; without knowledge, experience is blind. Experience is easy to provide and quickly put to good&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2009\/02\/hiring-without-knowledge\/\">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":[6,16,10],"tags":[799,954,1203,1202,257],"class_list":["post-1893","post","type-post","status-publish","format-standard","hentry","category-assessing","category-hiring-salespeople","category-interview","tag-hiring-approach","tag-hiring-assessment","tag-hiring-for-the-team","tag-hiring-plan","tag-hiring-sales"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-ux","jetpack-related-posts":[{"id":1334,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/12\/mediocrity-in-the-hiring-process\/","url_meta":{"origin":1893,"position":0},"title":"Mediocrity In The Hiring Process","author":"Derrick Moe","date":"December 12, 2007","format":false,"excerpt":"Hiring salespeople is the difficult combination of science and art weighted perfectly to select the right person for the position's requirements.\u00a0 Obviously, knowing the position's requirements is the preeminent step.\u00a0 Many sales managers believe they know what it takes to be successful in the position and they do to a\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":2025,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/05\/alluring-experience\/","url_meta":{"origin":1893,"position":1},"title":"Alluring Experience","author":"Derrick Moe","date":"May 15, 2009","format":false,"excerpt":"I\u2019ve written about this phenomenon in the past and I continually encounter it in many sales areas \u2013 the allure of experience.\u00a0 In fact, I just talked to a recruiter from a different part of the country who focuses on sales hiring.\u00a0 We talked a bit of strategy and I\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":5859,"url":"http:\/\/selectmetrix.com\/blogs\/2017\/06\/4-pillars-of-successful-sales-selection\/","url_meta":{"origin":1893,"position":2},"title":"4 Pillars Of Successful Sales Selection","author":"Derrick Moe","date":"June 13, 2017","format":false,"excerpt":"Successful sales hiring, in any company, is one of the most difficult tasks in which to achieve repeatable success.\u00a0 From unexpected outbursts to terminal tardiness to woeful incompetence, every company has a sales hiring horror story regarding employees who interviewed strong but performed poorly. Perhaps a subtle, but more dangerous\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2017\/06\/Pillars.jpg?fit=304%2C204&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":53493,"url":"http:\/\/selectmetrix.com\/blogs\/2019\/07\/bad-hiring-trend-lack-of-decisiveness\/","url_meta":{"origin":1893,"position":3},"title":"Bad Hiring Trend-Lack of Decisiveness","author":"Derrick Moe","date":"July 19, 2019","format":false,"excerpt":"This HRE article addresses a worrisome trend in hiring today - slow hiring decisions. Decisiveness is the most important trait of successful hiring managers.\u00a0 Lacking today because people are unsure of who they are hiring.\u00a0 Can use assessments to assuage this fear. Gartner found that, in 2018, the average time\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/07\/Speedometer.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/07\/Speedometer.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/07\/Speedometer.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":1580,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/the-need-for-speed-in-hiring\/","url_meta":{"origin":1893,"position":4},"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":19159,"url":"http:\/\/selectmetrix.com\/blogs\/2018\/10\/creeping-mediocrity-in-your-hiring-process\/","url_meta":{"origin":1893,"position":5},"title":"Creeping Mediocrity In Your Hiring Process","author":"Derrick Moe","date":"October 12, 2018","format":false,"excerpt":"Past behaviors are the best indicator of future success. This point is crucial when hiring salespeople for your team.\u00a0 The difficulty lies in deducing if the candidate has the right set of skills to be successful in your specific sale. Here's the ugly truth - \"bad\" salespeople can still have\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1893","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=1893"}],"version-history":[{"count":2,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1893\/revisions"}],"predecessor-version":[{"id":1894,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1893\/revisions\/1894"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1893"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1893"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1893"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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