- November 2, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I turned sixty years old today and everyone is asking me how it feels to be sixty. To be honest, it feels exactly the same as it felt to be fifty-nine – which is essentially the same as it felt to be 40. Nothing has changed. And speaking of nothing changing, nothing has changed over at BigBrains where two updates have come my way. The first came from someone who knows the real identity of BigBrains and suggested that I refer to them as ShitForBrains instead. She must have met them!
The second update came from the OMG Partner who is working with BigBrains. His email was a riot and even though he is very frustrated with their inability to make smart decisions, he sees the humor in all of this too. He signed off with, “Some people have to cut off their nose to spite their face. &^%$# amazing!”
There are some really good lessons that are beneficial to all executives and from companies of all sizes and industries. I’ll share the top five lessons here:
If you haven’t read the prior posts about BigBrains, Benchmarking, our Perfect Fit Analysis, and their reasons for being so stupid, this post has links to each of the other articles.
BigBrains is finally using our Sales Candidate Assessment, and instead of hiring business development reps, the subject of 6 previous posts, they are using it to hire salespeople. There is still a problem though… BigBrains is interviewing first (wasting lots of time and money) and assessing later. So of course, when they assess their final candidates, the assessment results are coming back as not recommended and they can’t understand why.
LESSON #1: You will never be able to determine from an interview whether a candidate possesses enough Desire and Commitment for success in sales, whether their Sales DNA is strong enough to succeed in support this skills, and whether they have the sales capabilities to get the job done.
LESSON #2: You must assess candidates at the earliest stage of the recruiting process to filter out those who won’t succeed in the role and identify those candidates with whom you should spend your time talking.
LESSON #3: Some of the candidates that you choose to not include in the process should be included because their sales capabilities make up for whatever it is that you don’t like about their resume. Some of the candidates that you choose to include in the process should not be because their sales capabilities are not consistent with what you liked about their resume.
LESSON #4: If you interview prior to the assessment, you will fall in love with your candidates and then, if the candidate is not recommended, tend to dismiss the assessment results because they differ from what your heart is telling you. Assess first and you will only be able to fall in love with quality candidates, and, perhaps of greater importance, be EEOC Compliant. When using assessments, all candidates must be assessed.
LESSON #5: Nobody, regardless of how long they have been interviewing and hiring salespeople, is smarter than OMG’s Sales Candidate Assessments. You just can’t beat the track record, predictive accuracy and uncanny insights.
Lack of significant change as your age increases is a good thing. Lack of change when you’re attempting to get sales hiring right is not.
