I’ve seen senior sales managers who, during a hiring interview, get quite excited about a sales candidate when that candidate says that he will be bringing a book of business with him, or all his customers, etc. I can almost hear the mental cash registers ringing in all those sales that will result from this…
Category Archives: Hiring Traps
The WYSIWYG Candidate
What you see during a hiring interview, particularly the first and second interviews, is not necessarily what you’ll get once the person shows up on your doorstep. It’s an easy trap to fall into. Candidates, particularly good sales candidates, have the ability to adjust their demeanour to suit the situation just as they might during…
Are You Conducting Too Few Sales Interviews?
I’ve often felt that companies are too fast to hire and too slow to fire. One of the hiring traps that companies fall into is hiring someone after the first, and sometimes only, interview. Even the worst sales candidate can come across as being presentable during that first interview. It’s like being on a first…
Know What You’re Looking For In a Salesperson
If you’re looking for the ideal or perfect salesperson, look no more. They don’t exist. What’s “perfect” for you and your company depends entirely on what you sell, your selling environment, and the prospects you sell to. Every sales position has a degree of uniqueness about it. Smart companies take the time to define what…
Don’t Let HR Hire Salespeople
One of the hiring traps many companies fall into is letting HR hire salespeople. I apologize if this blog annoys HR practitioners but the simple truth is that most (not all) HR people are unqualified to hire salespeople. What they are extremely good at is managing the hiring process and understanding the legal aspects of…
Prime the Witness When Doing Reference Checking
I’m usually not a big fan of asking leading questions of a referee. But when I’m doing reference checks for sales candidates, I’m all for priming the “witness” before conducting the interrogation. Why? Because it helps avoid getting those sometimes ill-deserved, glowing reports during your reference-checking process. By telling the referee in advance the concerns…
The “Hi Good-Looking” Trap
According to an article in the Harvard Business review, 33% of all hiring decisions are decided on appearance alone. This is great for people who use this technique as all they need is a photo or video of the candidate to make their decision on. I’m being facetious of course. Obviously the candidate’s resume is…
Hiring “No-See’em” Salespeople
You’re probably wondering exactly what is a no-see’em? These are salespeople that your customers don’t see. Usually they don’t see them because their only contact is by telephone. Telephone selling is often considered at the low end of the selling food chain and, as such, is low paying and attracts immigrants and other people with…
Beware of Salespeople Who Interview Well
Hiring a salesperson who interviews well is an easy trap to fall into. The person is usually a charmer. He’s answered every question eloquently and in depth, giving you far more information that you asked for. He’s articulate, witty, personable, and obviously knows his stuff. Maybe, maybe not. You may have just been sold. You…
Beware of the “Halo Effect”
Did you ever meet someone who you took an instant like to? That’s because the person you’ve just met subconsciously reminds you of someone you know and it’s called the “halo effect.” Whatever qualities you attribute to the person you know are transferred to the person you’ve just met. This is an all-too-common and dangerous…
