Did 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:
- Success in another sales job - "they must be good"
- Infatuation – “such a great person”
- They came highly recommended
- Failure to understand the influence of their circumstances (baggage!)
- Poor on-boarding process
- Desperation to fill a vacancy
- 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:
- Appropriate, repeatable, selection process – See Part 2 of this series.
- Objective sales-specific assessment with accurate interpretation
- Effective interviewing skills
- Supportive sales culture and leadership
- 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.