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Although the current unemployment rate has spiked up in many areas, hiring a productive salesperson can still be a huge challenge.
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Scooped by Barry Deutsch |
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One of the hardest roles to hire for is a sales professional. They've all been through Tony Robbins Fire Walk over the hot coals. They've all read Tony's book Unlimited Power and mastered the concepts of NLP to seduce you and lull you into abdicating interviewing.
As the article indicates, you fall in love, and end up hiring sales professionals who are only partially competent. The biggest mistake is that you think you're hiring a hunter, and in reality they turn out to be glorified order takers.
The article talks about falling in love - making a first impression and then validating that first impression through the rest of the interview. This is why hiring for traditional roles fails 50% of the time, and for sale hiring it fails 80 percent of the time.
In my current webinars I am doing for Vistage Groups on an Inerviewing Refresher for an hour, the two recommendations I make to reduce/minimize the syndrome of first impressions and falling in love is to first conduct a success-based phone interview for 20 minutes, and secondly, to write your interview questions down before the interview starts. Using these two tactics, you'll be amazed at how much more rational and objective you are in hiring sales professionals.