{"id":879,"date":"2007-05-02T14:08:13","date_gmt":"2007-05-02T19:08:13","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/kinetic-vs-potential\/"},"modified":"2007-05-02T14:08:14","modified_gmt":"2007-05-02T19:08:14","slug":"kinetic-vs-potential","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2007\/05\/kinetic-vs-potential\/","title":{"rendered":"Kinetic vs. Potential"},"content":{"rendered":"<p><a href=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/05\/windowslivewriterkineticvs.potential-baa3lightning9.jpg\" atomicselection=\"true\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" style=\"border-top-width: 0px; border-left-width: 0px; border-bottom-width: 0px; margin: 5px 10px 5px 0px; border-right-width: 0px\" height=\"112\" src=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/05\/windowslivewriterkineticvs.potential-baa3lightning-thumb7.jpg?resize=172%2C112\" width=\"172\" align=\"left\" border=\"0\"><\/a> I&#8217;m not physicist, but I remember some teaching in class regarding the difference between <a href=\"http:\/\/en.wikipedia.org\/wiki\/Kinetic_energy\" target=\"_blank\">kinetic energy<\/a> (an object in motion) and <a href=\"http:\/\/en.wikipedia.org\/wiki\/Potential_energy\" target=\"_blank\">potential energy<\/a> (stored energy within an object).&nbsp; Salespeople are similar in that you want to hire the ones with kinetic energy and not the ones with only potential energy.<\/p>\n<p>I&#8217;m going to stay on this theme since it is so important to successful sales hiring &#8211; filtering candidates based on their resume does not allow for determining these two &#8220;energies.&#8221;&nbsp; Hiring managers attempt to divine kinetic energy from a document that is written to imply kinetic energy\/activity.&nbsp; But is it true or is it an embellishment?&nbsp; Or was it even written by the candidate?<\/p>\n<p>The best method for determining the ability of a sales candidate is to talk to them.&nbsp; I am always flabbergasted when I read a sales ad that has applicants fill out information on a website and closes with the command, &#8220;No phone calls please.&#8221;<\/p>\n<p>Please indeed.<\/p>\n<p>The post mortem report on most bad sales hires involves some form of assuming potential energy equals kinetic energy.&nbsp; The sales candidate looked good on paper and put on a show during the in-person interview.&nbsp; Yet, once they were entrenched on the payroll, their work day consisted of a cloud of dust.&nbsp; At the end of their work day, the wagon hadn&#8217;t moved.<\/p>\n<p>The key is to put the candidates into situations that allow you to see their abilities in action.&nbsp; Their selling ability, their follow-up ability, their persistence&#8230;all of these things can be observed long before you even meet the candidate.&nbsp; Adjust your process and you will weed out the potential-only candidates.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I&#8217;m not physicist, but I remember some teaching in class regarding the difference between kinetic energy (an object in motion) and potential energy (stored energy within an object).&nbsp; Salespeople are similar in that you want to hire the ones with kinetic energy and not the ones with only potential energy. I&#8217;m going to stay on this theme since it is so important to successful sales hiring &#8211; filtering candidates based on their resume does not allow for determining these two &#8220;energies.&#8221;&nbsp; Hiring managers attempt to divine kinetic energy from a document that is written to imply kinetic energy\/activity.&nbsp; But is it true or is it an embellishment?&nbsp; Or was it&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2007\/05\/kinetic-vs-potential\/\">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_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_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","enabled":false},"version":2}},"categories":[16,9],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-eb","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/879"}],"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=879"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/879\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=879"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=879"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=879"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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