Living Sales Excellence - Dennis Connelly's Blog

HR and Sales - Part 3: Top 7 Reasons We Make Sales Hiring Mistakes

Posted by Dennis Connelly on Sun, Mar 02, 2014 @ 11:03 AM

CrashedAirplaneDid you ever wonder why so few sales candidates become top performers, even when they survive the first six months? Take a look at the last five sales people hired at your company. Do you share this common experience - that they have not become top performers - with so many other companies? If you have less than optimal outcomes in your own business in this critical role, take a look at your selection strategy.

If you missed Part 1 in this series on HR and Sales, click here.

If you missed Part 2, click here.

There are many factors that can impact sales recruiting, but let’s take a look at the most common reasons for a failed sales hiring strategy.

 Top-Seven Reasons Why We Make Sales Hiring Mistakes:

  1. Success in another sales job - "they must be good"
  2. Infatuation – “such a great person”
  3. They came highly recommended
  4. Failure to understand the influence of their circumstances (baggage!)
  5. Poor on-boarding process
  6. Desperation to fill a vacancy
  7. Laziness - "let's just get this done"

So what should we do differently? Here’s an idea that will set you on the right course.

Five-Step Sales Recruiting Solution:

  1. Appropriate, repeatable, selection process – See Part 2 of this series.
  2. Objective sales-specific assessment with accurate interpretation
  3. Effective interviewing skills
  4. Supportive sales culture and leadership
  5. Proper on-boarding experience – Read this article from Dave Kurlan

If you missed our recent open webinar on sales leadership, you won’t want to miss Part 2 of the series. You can view Part 1 here and register for Part 2 here.  It will be held on March 12th at 11:00 AM ET.

You may download our White Papers on sales candidate selection by clicking here.

Image credit: csakisti / 123RF Stock Photo

Copyright 2014 Dennis Connelly. All rights reserved.

Topics: sales culture, sales, HR, human resources, hiring, recruiting, assessment, omg, hiring mistakes



Dennis-Headshot1 
 

 

Subscribe to Email Updates

Scan the QR Code with your smartphone for immediate access to Dennis Connelly.

Dennis Connelly LinkedIn

Follow Me

Connect

Or Ask for Help 

               Email Me

Sales Leadership Intensive 

http://www.kurlanassociates.com/sales-leadership-event/

Most Popular Posts