{"id":385,"date":"2006-10-23T14:33:58","date_gmt":"2006-10-23T19:33:58","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=385"},"modified":"2006-10-23T14:33:17","modified_gmt":"2006-10-23T19:33:17","slug":"why-we-do-what-we-do","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2006\/10\/why-we-do-what-we-do\/","title":{"rendered":"Why We Do What We Do"},"content":{"rendered":"<p>Selling Power has a fantastic article about hiring salespeople &#8211; <a href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?NLid=10&#038;Layout_ID=576&#038;ARTid=2637&#038;nDate=October+17%2C+2006\" target=\"_blank\">Avoid Hiring Mistakes<\/a>. There are many truths in the article so I recommend you read the entire article.<\/p>\n<p>First, some compelling stats:<\/p>\n<blockquote><p>A recent survey shows that <strong>53 percent of all sales recruiting efforts lead to miss-hires<\/strong>. And according to a Miller Heiman white paper, The Three Top Challenges Facing Sales Leaders Today, <strong>only 28 percent<\/strong> of sales leaders believe they have an effective process for recruiting and hiring qualified salespeople.<\/p><\/blockquote>\n<p>More than half of all sales recruiting efforts end up in mishires (my preferred spelling). Now try to tabulate the lost revenue in this futile approach and you realize how much money companies are losing in their sales hiring processes. <a href=\"http:\/\/www.selectmetrix.com\/Process_Main.html\" target=\"_blank\">We can help<\/a>.<\/p>\n<p>Here is the number 2 reason why these companies hire the wrong salesperson:<\/p>\n<blockquote><p>&#8220;Most people hire the person who interviews the best, not necessarily the person who is the most experienced or who can best succeed in their environment,&#8221; says Henry Glickel, owner and recruiter of Sales Recruiters, Inc.<\/p><\/blockquote>\n<p>The number 1 reason for a mishire is not defining the sale. Again, companies need to know what it takes to successfully close 1 deal. You cannot ask a new salesperson to close 10, 20 50 deals a year if you cannot clearly define what it takes to close 1 deal. This fact is where we start in our process.<\/p>\n<p>Lastly, Mr. Glickel recommends:<\/p>\n<blockquote><p>&#8220;It will take you a lot longer in this economy to find the right person. For this reason, I encourage my clients to have a back-up candidate and to keep the search open. It&#8217;s just one more precaution in a tight market.&#8221;<\/p><\/blockquote>\n<p>Yes, it will take longer and having a second candidate is crucial to a timely hire. Too often, we encounter companies who want to identify the top 3 candidates in a process and then pursue the number 1 candidate. If for some reason they do not hire them, they often want to run another process. In some way, I believe they feel rejected and are not interested in &#8220;settling&#8221; for their second choice.<\/p>\n<p>Big mistake, especially since the 3 candidates are usually 3 of the best candidates they have ever seen. In fact, all 3 may be better than all but the best of their current sales team.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Selling Power has a fantastic article about hiring salespeople &#8211; 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 a Miller Heiman white paper, The Three Top Challenges Facing Sales Leaders Today, only 28 percent of sales leaders believe they have an effective process for recruiting and hiring qualified salespeople. More than half of all sales recruiting efforts end up in mishires (my preferred spelling). Now try to tabulate the lost revenue in this futile approach and you realize&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2006\/10\/why-we-do-what-we-do\/\">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":[2,16,3],"tags":[],"class_list":["post-385","post","type-post","status-publish","format-standard","hentry","category-hiring","category-hiring-salespeople","category-sales"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-6d","jetpack-related-posts":[{"id":1538,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/04\/the-urgency-of-hiring\/","url_meta":{"origin":385,"position":0},"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":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1545,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/05\/3-sales-hiring-inhibitors\/","url_meta":{"origin":385,"position":1},"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":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":377,"url":"https:\/\/selectmetrix.com\/blogs\/2006\/10\/a-good-time-to-be-in-sales\/","url_meta":{"origin":385,"position":2},"title":"A Good Time To Be In Sales","author":"Derrick Moe","date":"October 19, 2006","format":false,"excerpt":"This article - The Hottest Industries For Sales Jobs - comes from the daily SM&M Magazine enewsletter. The market demand for salespeople is strong right now (we can attest to that fact) and is going to remain high: The trend for hiring shows no signs of stopping, according to Cindy\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1460,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/03\/the-power-of-humbition\/","url_meta":{"origin":385,"position":3},"title":"The Power of Humbition","author":"Derrick Moe","date":"March 10, 2008","format":false,"excerpt":"Interesting article here from BusinessWeek.com titled Talent and \"Humbition\" that discusses a common problem with hiring superstars - they tend to have a me-first mentality.\u00a0 Part of that mentality is what makes them successful, but there are stars out there who approach their work with a humbleness that is inspiring.\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2173,"url":"https:\/\/selectmetrix.com\/blogs\/2009\/11\/when-will-it-end\/","url_meta":{"origin":385,"position":4},"title":"When Will It End?","author":"Derrick Moe","date":"November 23, 2009","format":false,"excerpt":"The Great Recession roars on during this holiday season.\u00a0 Our company is focused on sales hiring, both assessing candidates for our customers and running full recruiting processes.\u00a0 The hiring outlook is of great importance to us and a topic I try to track closely. That being said, this abcnews.com article\u2026","rel":"","context":"In &quot;Economy&quot;","block_context":{"text":"Economy","link":"https:\/\/selectmetrix.com\/blogs\/category\/economy\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":151,"url":"https:\/\/selectmetrix.com\/blogs\/2006\/07\/cheerleaders-as-salespeople\/","url_meta":{"origin":385,"position":5},"title":"Cheerleaders as Salespeople","author":"Derrick Moe","date":"July 3, 2006","format":false,"excerpt":"In all my years, I have never heard of this: Cheerleading to Sales: The Leap is More Common Than One Might Assume While the idea of recruiting current and former cheerleaders to work as professional salespersons may seem like a stretch, in reality it isn't. If you want individuals who\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/385","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=385"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/385\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=385"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=385"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=385"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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