an article<\/a> last week that speaks to these gut-level decisions. There is no accounting for these biases. There is no repeatable measurement for these biases.<\/p>\nWe preach this approach constantly – run a hiring process that pushes the gut-level decisions to the end stage. There is less chance of bias entering a process if you phone screen candidates first. The next step is to send them to an objective, online assessment. After that, bring them in for the face-to-face interviews and explore some of your findings. At that point, when you have reached your final 2 candidates and accumulated much objective and subjective data, let your gut lead you in the decision.<\/p>\n
Please remember: The best time to get rid of a bad salesperson is before you hire them.<\/p>\n","protected":false},"excerpt":{"rendered":"
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 reasons for running a hiring process is to remove biases. Biases are the single largest detriment to successful hiring we encounter. We released an article last week that speaks to these gut-level decisions. There is no accounting for these biases. There is no repeatable measurement for these biases. We preach this approach constantly – run a hiring process that pushes… 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":[2,16,15],"tags":[],"class_list":["post-337","post","type-post","status-publish","format-standard","hentry","category-hiring","category-hiring-salespeople","category-sourcing"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-5r","jetpack-related-posts":[{"id":1369,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/hiring-by-gut\/","url_meta":{"origin":337,"position":0},"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 "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":918,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/a-hiring-analysis\/","url_meta":{"origin":337,"position":1},"title":"A Hiring Analysis","author":"Derrick Moe","date":"May 14, 2007","format":false,"excerpt":"I heard an insightful business analyst quote this past weekend: Whatever results you are getting are a perfect outcome of the system you have in place. How true is that? Now add in this Albert Einstein quote: The significant problems we have cannot be solved at the same level of\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2571,"url":"http:\/\/selectmetrix.com\/blogs\/2015\/05\/objectivity-trumps-bias\/","url_meta":{"origin":337,"position":2},"title":"Objectivity Trumps Bias","author":"Derrick Moe","date":"May 7, 2015","format":false,"excerpt":"We are all biased, it is simply how we are wired no matter what people believe.\u00a0 Our brains have the innate ability to categorize \u2013 a distinct survival mechanism for sure.\u00a0 This ability becomes problematic in the hiring process as hiring managers can often be influenced by their own biases\u2026","rel":"","context":"In "Hiring"","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":861,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/proof-of-thesis-interviewing\/","url_meta":{"origin":337,"position":3},"title":"Proof Of Thesis Interviewing","author":"Derrick Moe","date":"April 30, 2007","format":false,"excerpt":"There is a style of interviewing that we encounter frequently that leads many companies down a hiring path they should avoid.\u00a0 I call it \"Proof of Thesis\" interviewing and here is how it works. The hiring company publishes a job description on a major job board or, heaven forbid, in\u2026","rel":"","context":"In "Hiring"","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\/2007\/04\/windowslivewriterproofofthesisinterviewing-8897thesis-reports-thumb2.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":542,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/top-10-hiring-mistakes\/","url_meta":{"origin":337,"position":4},"title":"Top 10 Hiring Mistakes","author":"Derrick Moe","date":"January 3, 2007","format":false,"excerpt":"Inc.com offers up this slide show that nails it - 10 derailing mistakes that can short circuit any hiring process. A couple of my favorites: Jumping to conclusions Don't be too hasty when reviewing resumes. A 30-second glance isn't enough to eliminate a candidate. Be fair, and take the time\u2026","rel":"","context":"In "Hiring"","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":806,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/interview-with-the-coach\/","url_meta":{"origin":337,"position":5},"title":"Interview With The Coach","author":"Derrick Moe","date":"April 5, 2007","format":false,"excerpt":"CareerJournal.com offers something new, at least to me, in the modern-day hiring process - Add One More to the Hiring Process: The Boss's Coach. Welcome to the latest development in job hunting. You impressed the recruiter, treated the receptionist politely and bonded with the hiring official. Now, you must also\u2026","rel":"","context":"In "Hiring"","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\/337","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=337"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/337\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=337"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=337"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=337"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}