Every company tries its best to recruit, interview, and vet salespeople before hiring them. But way too many weak salespeople still get through the hiring process, end up on the payroll, and do not produce.
As Seinfeld would say, “What’s the deal with that?”
A full roster of salespeople is the goal for many business owners and sales managers, but it can be a dangerous one. The sense of urgency to hire more salespeople often leads to rushed decision making and a changing or lessening of the criteria for hiring -- a “good enough” mentality if you will. Sales leaders start out saying they want “strong” salespeople, and they settle on having just “more” salespeople. There’s a huge difference between the two realities.
Hiring bad salespeople is unbelievably expensive and frustrating (you can find out just how expensive here). Bad salespeople tank the productivity of others and waste the time of the truly strong members of your team with repeated attempts at training them to perform better. The reality is that bad hires often cannot be taught to produce. Sales just isn’t a fit for everybody.
That’s why we are so adamant about using proven assessment tools to properly screen candidates, like the Sales Candidate Assessment by Objective Management Group. This tool eliminates 96% of the mistakes made when hiring salespeople (and sales managers, too), mistakes like getting fooled by applicants’ charming personalities, perfect track records, or exaggerated resumes.
Our clients are often surprised by the small number of candidates that actually come back from the assessment process qualified for the job. As a percentage, it’s often very low, especially if the job is difficult or the client had many custom requirements that weren’t made clear to the candidate before applying. Other reasons for a low return are:
Above all, exhibit patience in the hiring process. Attracting and assessing the right candidates takes time, but it’s worth every second. Don’t rush it!
Sales management expert Duane Cashin has lead award-winning sales organizations and trained sales teams for companies of all sizes. He’s earned membership in Presidents Club and Circle of Excellence, successfully built and sold his own multi-million-dollar business, and enjoys sharing his passion for sales.