My guest on this week's episode of Meet the Sales Experts was Ken Edmundson. We were talking about hiring when he he said that there is an 82% chance of making a hiring mistake when management does not know how their candidate is wired. He said it's a mistake when they are fired, they quit, or they under achieve. He went on to say that you can't hire without an interview and a background check and you can't hire by only doing those two things. He named 4 things that cause these mistakes:
- they have the wrong DNA to do it
- they are not trained to do it
- they have personal issues
- they aren't a good fit for the culture.
Ken had a new example of number four that I can't even include in this article. You'll have to listen to the show to hear this incredible explanation! And when it comes to the DNA of salespeople, nobody does a better job of presenting you with their DNA than Objective Management Group.
Ken said that "when a sales manager says, 'what my salespeople do when they walk out the door is none of my business' means that we have a problem with the sales manager."
Ken had dozens of great tips and suggestions during our conversation. Listen to the show for all of the rest!
(c) Copyright 2009 Dave Kurlan