We can help turn your sales hiring process into one that limits surprises and reveals strong salespeople.<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"We’ve been working as or with sales for over 20 years and have to deal with many discussions involving candidate’s resumes. The bias that occurs is that hiring managers make broad, sweeping generalizations based on what they think they see in the resume. This anomaly occurs even after we have screened and assessed strong candidates. After discussing the possibilities of what may be wrong with the candidate, we usually get to a point where the hiring manager agrees to to the interview based on our recommendation. After the interview, we hear something to this effect: “He was much better than I expected.” Strangely, I suspect we will still be hearing… 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":[16,13],"tags":[],"class_list":["post-715","post","type-post","status-publish","format-standard","hentry","category-hiring-salespeople","category-resumes"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-bx","jetpack-related-posts":[{"id":861,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/proof-of-thesis-interviewing\/","url_meta":{"origin":715,"position":0},"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":911,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/the-can-vs-cant-approach\/","url_meta":{"origin":715,"position":1},"title":"The Can vs. Can’t Approach","author":"Derrick Moe","date":"May 11, 2007","format":false,"excerpt":"One client of ours told me a sales hiring story that led them to us. The sales manager followed the conventional hiring process - post an ad, sort the resumes, interview the candidates from the \"yes\" resume pile. He chose a salesperson with a glowing resume who absolutely won him\u2026","rel":"","context":"In "Assessing"","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/05\/windowslivewriterthecanvs.cantapproach-63b4j04001816.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":2558,"url":"http:\/\/selectmetrix.com\/blogs\/2015\/04\/revealing-resumes\/","url_meta":{"origin":715,"position":2},"title":"Revealing Resumes","author":"Derrick Moe","date":"April 8, 2015","format":false,"excerpt":"We run a systematic hiring process for sales positions.\u00a0 We have refined the process over the past 14 years and have it optimized (even though when we started we were writing newspaper employment ads!).\u00a0 As part of any hiring process, you have to receive resumes of respondents to the ad.\u00a0\u2026","rel":"","context":"In "Communication"","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1545,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/3-sales-hiring-inhibitors\/","url_meta":{"origin":715,"position":3},"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 "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":1509,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/04\/culling-the-applicant-herd\/","url_meta":{"origin":715,"position":4},"title":"Culling The Applicant Herd","author":"Derrick Moe","date":"April 10, 2008","format":false,"excerpt":"Forbes.com offers up an article about companies hiring large numbers of employees.\u00a0 How large? Infosys received 1.3 million r\u00e9sum\u00e9s last year. \"In peak seasons we receive around 6,000-10,000 resumes in a day,\" says Nandita Gurjar, vice president of human resources development at Infosys. And you thought you had a pile\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":542,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/top-10-hiring-mistakes\/","url_meta":{"origin":715,"position":5},"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":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/715","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=715"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/715\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=715"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=715"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=715"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}