That is an excellent turn of phrase from Dave Kurlan’s recent blog post.  He provides an excellent explanation of how hiring processes regress to the stereotypical approach that leads to “safe” hires that don’t produce sales.  I know Kurlan is accurate because we see this regression occur first hand.

Companies often become frustrated with the process itself.  Some would rather hire anybody than wait for the right person to come along.  When they get frustrated they don’t follow the process and won’t listen to expert advice, defaulting instead to their old position of taking somebody they like, who fits the industry profile, rather than the other compromise, taking someone who was recommended by the assessment that they don’t particularly like and may not fit the industry profile.  What’s the difference?  Candidate number one hangs around too long because he fits so well both culturally and industry wise, despite failing to meet expectations.  Candidate number two performs well but doesn’t get the support he needs because the company doesn’t like him and their expectations are too low so he voluntarily leaves.

The latest Topgrading study of 507 managers that hire $100,000+ people revealed that, on average, companies waste $1.5 million and 150+ hours every time a C Player is hired.  Is it really that important to hire somebody when being patient and hiring the right person could save you $1.5 million and the frustration of having to start all over again in several months?

I couldn’t agree more with that summation.  What is interesting in our business is that we are often approached by companies to help them hire stronger salespeople.  Many times we have a discussion about how we do what we do and then the prospect will often disappear.  The unique process and different approach seems to scare them away.

The prospect then continues hiring salespeople who “taking somebody they like, who fits the industry profile.”  Unfortunately for them, they continue to hire mediocrity.

After that approach continues to produce the same marginal results, they contact us again.  This time they are open to our approach and usually become our customer at that point.

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