Archive for Hiring Salespeople
Sales Hiring – Looking For The Magic Bullet
Posted by: | CommentsI received a request this week from a sales executive who wanted to know what he can give his field sales managers to help them do a better job of hiring. He was looking for the magic bullet “Do this and all your problems go away!” I wish it existed.
When It Comes To Hiring, Ambuguity Is The Enemy
Posted by: | CommentsAnything that increases ambiguity when it comes to hiring only makes your decision more difficult. This is a principle I have taught in my training class for the last 25+ years. Unfortunately, I continue to see advice and reccomendations for techniques and questions that put you in a bind.
Why “Group” Interviews Don’t Work
Posted by: | CommentsA good friend of mine who is a very experienced sales executive called yesterday to share a great story. He was interviewing for a position and went back for the second interview only to be told he would would be interviewing with 25 people simultaneously. It was a medium-sized company and they informed him that he needed to “pass muster” with all of the key players in the company.
Unfortunately, the mob mentality is not good when it comes to choosing employees.
Don’t always believe what you read when it comes to hiring!
Posted by: | CommentsThere has been an awful lot of talk recently about the changing landscape in the employment market. Unemployment rates are rising, there is a financial crisis and most people are confused about where markets are headed. As a result, a lot of strange people are coming out of the woodwork with some really crazy ideas. And, unfortunately, some of the mainstream press is perpetuating these crazy ideas.
Just yesterday I read the feature article in a major business publication titled, “The Hiring Game, New Times, New Rules.” (The fact that they use “game” in the title should be your first clue that they don’t get it.) The article outlined that, due to the current economic conditions, the power in the has shifted from candidates to the hiring managers. Idiots!!!
Five Deadly Sins Of Hiring
Posted by: | CommentsHiring good employees gives you the best opportunity to defeat your competition. In this constantly changing market, the quality of your people is the only sustainable competitive advantage. This article identifies and will help you avoid some of the biggest hiring mistakes. But, before we jump in, a quick story.
I fielded a call this morning from a prospect who is interested in our Selecting Winners program. He runs a large insurance agency and needs to hire more than 100 salespeople this year. He asked me what I could guarantee. This is certainly a reasonable question. So, I gave him my standard answer: “By using the Selecting Winners system you will have the highest probability of hiring successful employees!”
Too often, people are looking for the “magic bullet” or some other secret when it comes to hiring. The simple truth is that there is no magic bullet or secret when it comes to choosing great employees. The answer lies in applying a proven system and using it religiously.
Hire Slow – Fire Fast — Wrong!
Posted by: | CommentsTake your time when you hire but be certain to fire fast. It seems like Moses brought this message down from the mountain. People have been repeating it for so long that it has taken on an aura of correctness. Too bad it is wrong. Let me show you what I mean.
I had a discussion with an executive coach recently who was telling me how he was counseling his clients to take their time in hiring. I asked him why he was counseling this. His answer was that it only makes sense to take your time hiring so you don’t make a mistake and have plenty of time to compare candidates. Seems to make sense. But, not so fast my friends. This is a lousy piece of advice. Hiring must be done a fast as possible. Let me explain.
Are You A Victim Of Fake Enthusiasm?
Posted by: | CommentsImagine your sales candidate walks in your office – steps right up to your desk – looks you square in the eyes – and gives you a firm handshake.
It doesn’t get much better than that!
But in reality, you might have just taken the first step down a very slippery slope.
Is this a great salesperson with fantastic rapport skills or have you just been witness to an academy award worthy acting job? You certainly don’t have enough information yet to know one way or the other.
How To Hire Dream Employees
Posted by: | CommentsLet me share a story with you. I used to be in the same boat as you. Hiring good employees was as much a mystery to me as it probably is to you. If the person looked good, was enthusiastic, and showed some interest, they got hired. And you would have a hard time counting my mistakes. One in particular I want to share with you.
Someone was silly enough to promote me to my first management job. The department needed to hire an administrative assistant. I did all the typical things. Ran the typical ad (titled “Administrative Assistant”) in the Sunday classified ads. Interviewed about 20 candidates throughout the week. Finally, it was Friday afternoon and I had one more interview to go and the desperation was mounting.
Interviewing Truth or Consequences
Posted by: | CommentsEver been lied to in an interview?
Ever wonder if the person you are interviewing is telling the truth? Is the person feeding you a line or maybe just telling you what they think you want to hear? Ever hired someone based on information you thought was true but really wasn’t?
Well, don’t feel bad because you are not alone. Most business owners want to be sold in the interview and end up hearing only what they want to hear. It is called selective perception. (Remember the last new car you bought and all of the sudden there were hundreds of the same car on the road!)
